On-site
SaaS
arbeitnow
About this role
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. Bitwarden is expanding its sales footprint and is looking for a Mid-Market Account Executive. This position is open to candidates currently residing within the UK.
We are seeking an energetic and motivated sales professional with strong sales skills and channel experience to join our team. The ideal candidate will have 4-8 years of new account or business development experience with a proven track record of engaging the Partner ecosystem to drive success. In
your role, you will be responsible for achieving an assigned quota number while also managing lead flow, closing deals, recruiting partners and developing geographical go to market plans.
RESPONSIBILITIES
Effective prospecting and lead management building a 3-5X pipeline within your territory Predominant focus on closing business in companies with between 51 and 1000 employees Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly Territory planning and any sales support required Focus on activities and opportunities delivering short term and long-term revenue Effective and regular networking to attract and influence Partner sales and grow our Partner relationships Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportu
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Geographic
Region-based territory assignment
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
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