Bitwarden is the trusted identity security leader for millions of users worldwide, empowering enterprises, developers, and individuals to securely manage and share sensitive information anywhere. Bitwarden makes it easy for all users to extend robust security across their devices with password management, secrets management, and passwordless and passkey innovations. The company is headquartered in Santa Barbara, California with team members located across the globe. Learn more at bitwarden.com.
We are looking for a Leader to lead the EMEA small to medium and Mid market team and is based remotely in the UK.
The Role
This role leads the EMEA Small to medium and MidMarket business team and is accountable for new logo acquisition and expansion revenue across the region. The expectations are high: a team that generates its own pipeline across multiple countries, deals that are qualified with discipline, forecasts that hold, and Account Executives who improve every quarter.
This is not an oversight role. The leader in this seat works deals alongside their team, sets the standard for outbound execution in each market, and uses data to drive performance. It is a first-line leader role who has already delivered results in EMEA and wants to operate at the pace and scale of a fast-growing company.
Responsibilities
Deal leadership
- Engage directly in the team's most important opportunities: discovery, executive alignment, mutual close plans, commercial structure, procurement, legal, DPA, and security review.
- Set the standard for value-based selling: quantifying the customer's business pain, building the business case, and tying Bitwarden to risk reduction and compliance outcomes that drive European buying decisions (GDPR, NIS2, DORA, ISO 27001).
- Diagnose and unblock stalled deals, and use them to raise the skill level of the entire team. Coach disciplined excellence and field skills to find, transition and close deals efficiently.
- Work tirelessly in the detail of each customer requirement, enabled by experience and strategic effort, placing Bitwarden in the best position possible to win deals and transfer this knowledge to the team.
- Drive accountability through metrics, motivation, method and effective communication techniques. Be accountable, methodical, pragmatic and foster by example lead from the front.
Outbound pipeline generation
- Build and mature a repeatable cold outbound motion with AEs and partnered SDRs, localized by market: territory and account prioritization, ICP and persona targeting, multi-threaded sequencing, and messaging adapted for country and language.
- Set activity and pipeline-generation standards, inspect them weekly, and hold every AE accountable for self-sourced pipeline.
- Align and drive our message with Marketing, Sales Development, and Channel on programs, including partner-sourced plays, that produce qualified pipeline at a predictable rate.
MEDDPICC and value-based execution
- Run MEDDPICC as the team's operating system across qualification, deal reviews, forecast calls, and win/loss analysis, with value-based selling defining how the team earns and proves each element.
- Inspect every material opportunity for quantified Metrics, a validated Economic Buyer, a tested Champion, clear Decision Criteria and Process, a mapped Paper Process (including works council, procurement, and data-protection steps), and an honest read on Competition.
- Deliver an accurate weekly forecast built on deal evidence and maintain CRM data the business can rely on.
Data-driven coaching
- Own the team's KPIs (pipeline generation, coverage, stage conversion, win rate, cycle length, average deal size, and activity-to-outcome ratios) by rep and by market, and act on what they show.
- Identify where each AE is losing ground and build targeted coaching plans to close the gap.
- Run a disciplined operating cadence across time zones: weekly 1:1s, pipeline and deal reviews, forecast calls, and call reviews.
Team building
- Recruit, hire, onboard, and ramp high-caliber Account Executives across EMEA markets, and develop them toward promotion.
- Build a culture of accountability, competitiveness, and continuous improvement across countries and cultures.
- Work across Sales Operations, Sales Enablement, Solutions Engineering, Customer Success, Channel, and Marketing, to deliver revenue as one team.
Requirements
- 3–5 years of first-line sales leadership in EMEA, ideally leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories).
- A proven, documented track record of quota attainment as a leader, and as an individual contributor before that.
- Deep working fluency in MEDDPICC and value-based selling, applied together to qualify, inspect, forecast, and coach.
- A track record of building and maturing a cold outbound pipeline across more than one EMEA market, with the ability to explain exactly how it was done and what it produced.
- Strong analytical skills, including fluency with Hubspot & industry tooling for reporting, dashboards, and spreadsheets, and a record of using KPIs to direct coaching and improve AE performance.
- A hands-on approach to leadership, with direct, regular involvement in live deals.
- Player-coach, building own pipeline coaching the team through example, including closing and processing, customer excellence.
- Strong intellect, a fast learning curve, and the drive to perform in a high-growth environment with demanding targets.
- Strong command of EMEA buying dynamics, procurement processes, regulatory drivers, and channel/partner models.
- Fluent business English. (Additional languages are beneficial considering the role supports all of EMEA e.g., German, French, Dutch, etc.)
A FEW REASONS TO WORK WITH US
- Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organisations.
- Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software.
- Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.
- We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.
