Mid-Market Sales Leader
New
B
BitwardenIdentity security
Remote, U.S.Full-TimeManager
SalaryIn the United States, the starting base compensation range for this role is $145,000- $160,000, plus uncapped variable compensation.
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Job Details
- Experience
- 3–5 years of first-line sales leadership
- Required Skills
- Salesforce
Requirements
- Bring 3–5 years of first-line sales leadership experience, ideally leading Account Executives selling security SaaS.
- Have a proven, documented track record of quota attainment as a leader and as an individual contributor.
- Demonstrate deep working fluency in MEDDPICC and value-based selling.
- Have a track record of building and maturing a cold outbound pipeline, and be able to explain the approach and results.
- Use Salesforce reporting, dashboards, and spreadsheets fluently.
- Show a record of using KPIs to direct coaching and improve Account Executive performance.
- Take a hands-on leadership approach with regular involvement in live deals.
- Have experience selling to IT, security, and executive buyers.
- Have experience selling to organizations of roughly 250–2,500 employees.
Responsibilities
- Engage directly in important opportunities, including discovery, executive alignment, mutual close plans, pricing, procurement, and security review.
- Set the standard for value-based selling by quantifying customer business pain, building business cases, and connecting Bitwarden to measurable outcomes.
- Build a repeatable cold outbound motion with Account Executives and partnered SDRs, including territory prioritization, targeting, sequencing, and messaging.
- Set and inspect activity and pipeline-generation standards, and hold Account Executives accountable for self-sourced pipeline.
- Run MEDDPICC across qualification, deal reviews, forecast calls, and win/loss analysis.
- Inspect material opportunities for quantified metrics, a validated Economic Buyer, a tested Champion, decision criteria and process, paper process, and competition.
- Deliver an accurate weekly forecast and maintain reliable CRM data.
- Own team KPIs and create targeted coaching plans to address individual Account Executive performance gaps.
- Recruit, hire, onboard, and ramp Account Executives, and develop them toward promotion.
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