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Mid-Market Sales Leader - EMEA
SalesRemote — UK, EMEA
Published on 2026-10-26
These details were extracted automatically from the original listing. They may not be complete or fully up to date — it's worth checking the original job post.
About this role
Lead Bitwarden’s EMEA small and mid-market sales team, owning new-customer acquisition and expansion revenue. This is a hands-on player-coach role focused on deal execution, outbound pipeline generation, accurate forecasting, and developing Account Executives across the region.
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
- Lead strategic customer deals, including discovery, executive alignment, commercial negotiations, and procurement and security reviews.
- Build a repeatable, localized outbound pipeline motion across EMEA markets and hold Account Executives accountable for self-sourced pipeline.
- Use MEDDPICC and value-based selling to qualify opportunities, coach deal execution, and deliver evidence-based forecasts.
- Track sales KPIs by representative and market, and create targeted coaching plans to improve performance.
- Recruit, onboard, and develop Account Executives across EMEA.
- Coordinate with Marketing, Sales Development, Channel, Sales Operations, Enablement, Solutions Engineering, and Customer Success.
What we're looking for
- 3–5 years of first-line sales leadership experience in EMEA, ideally in security SaaS.
- Documented quota attainment as a sales leader and prior success as an individual contributor.
- Strong working knowledge of MEDDPICC and value-based selling.
- Experience building cold outbound pipeline across multiple EMEA markets.
- Fluency with HubSpot, reporting tools, dashboards, and spreadsheets; able to use KPIs to guide coaching.
- Hands-on player-coach who regularly participates in live deals and pipeline development.
- Knowledge of EMEA buying, procurement, regulatory drivers, and channel models.
- Fluent business English; additional EMEA languages are beneficial.
Nice to have
- Experience selling identity, access, credential, endpoint, or adjacent security products.
- German, French, Dutch, or other EMEA language skills.
Benefits
- Remote work with a distributed global team
- Professional growth in security and open-source software markets