Channel Account Executive - LATAM

About this role

Build Bitwarden’s channel ecosystem and drive revenue across Latin America. The role owns the regional go-to-market plan and quota, developing reseller, MSP, VAR, and distributor partnerships.

About the company

Bitwarden is an open-source password manager for individuals and organizations. It helps teams securely store, share, and manage credentials across devices.

What you'll do

• Own the LATAM go-to-market plan and regional quota
• Recruit, onboard, and develop resellers, MSPs, VARs, and distributors
• Create partner plans, manage lead flow and deal registration, and maintain pipeline forecasts
• Set financial goals with partners and drive performance against them
• Train partners in Spanish and Portuguese on products, positioning, and competitive displacement
• Coordinate joint marketing, events, campaigns, and co-selling
• Support partner sales calls and help close deals
• Coordinate with Finance and Legal on local pricing, invoicing, taxes, payment terms, and data residency

What we're looking for

• 5–10 years in partner development, channel management, or sales, with a record of meeting quota
• Existing relationships with LATAM security or IT resellers, MSPs, or distributors
• Fluency in Spanish or Portuguese and English
• Experience with global and boutique VARs and LATAM channel practices
• Comfort working remotely across time zones with regular travel in-region
• Bachelor’s degree in business, marketing, or a related field
• Self-starter with a bias toward solving problems independently

Nice to have

• Experience navigating LATAM public-sector sales cycles

Hiring process

1. Recruiting manager screening call
2. Hiring manager interview with the head of channel sales
3. Interview with the CSO
4. Interview with the head of sales enablement
5. Final interview with the CEO
6. Reference checks