Mid-Market Sales Leader at Bitwarden · LumiJobs

Responsibilities

This role leads the North America MidMarket team and is accountable for new logo acquisition and expansion revenue across the segment. The expectations are high: a team that generates its own pipeline, 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 alongside their team, sets the standard for outbound execution, and uses data to drive performance. It is built for a first-line leader who has already delivered results and wants to operate at the pace and scale of a fast-growing company.
Engage directly in the team's most important opportunities: discovery, executive alignment, mutual close plans, pricing and commercial structure, procurement, and security review.
Set the standard for value-based selling: quantifying the customer's business pain, building the business case, and tying Bitwarden to measurable risk reduction and operational outcomes.
Diagnose and unblock stalled deals, and use them to raise the skill level of the entire team.
Outbound pipeline generation
Build and mature a repeatable cold outbound motion with AEs and partnered SDRs: territory and account prioritization, ICP and persona targeting, multi-threaded sequencing, and messaging that resonates with IT, security, and finance buyers.
Set activity and pipeline-generation standards, inspect them weekly, and hold every AE accountable for self-sourced pipeline.
Align with Marketing and Sales Development on programs 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, and an honest read on Competition.

Mid-Market Sales Leader

Responsibilities

Qualification

Required

Benefits

Company

Bitwarden

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