Mid-Market Sales Leader – EMEA

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Lead the EMEA Small to Medium and MidMarket business unit.

• Drive the acquisition of new logos and generate expansion revenue throughout the region.

• Engage directly in key opportunities, including discovery, executive alignment, closing strategies, commercial structures, procurement, legal matters, DPA, and security assessments.

• Establish standards for value-based selling while linking Bitwarden to risk reduction and compliance results.

• Analyze stalled deals, provide coaching on field skills, and enhance team selling abilities.

• Develop and refine localized cold outbound strategies with Account Executives and SDRs.

• Set expectations for activity and pipeline generation, ensuring Account Executives are accountable for self-sourced pipelines.

• Collaborate with Marketing, Sales Development, and Channel teams on qualified-pipeline initiatives.

• Implement MEDDPICC throughout qualification processes, deal evaluations, forecasting, and win/loss analysis.

• Review opportunities, provide accurate weekly forecasts, and maintain dependable CRM data.

• Manage team KPIs and utilize them to guide coaching and enhance performance.

• Conduct weekly 1:1 meetings, pipeline and deal assessments, forecasting calls, and call reviews across different time zones.

• Recruit, hire, onboard, train, and develop Account Executives throughout EMEA.

• Foster a culture of accountability, competitiveness, and ongoing improvement.

• Collaborate with Sales Operations, Sales Enablement, Solutions Engineering, Customer Success, Channel, and Marketing.

⛳️ Requirements

• 3–5 years of first-line sales leadership experience in EMEA, ideally with a focus on leading AEs in the security SaaS sector.

• Proven, documented success in achieving quotas as a leader and previously as an individual contributor.

• Extensive working knowledge of MEDDPICC and value-based selling methodologies.

• A history of developing and enhancing cold outbound pipelines across multiple EMEA markets.

• Strong analytical capabilities and proficiency with Hubspot, industry tools, reporting, dashboards, and spreadsheets.

• Proactive leadership style with direct, regular involvement in active deals.

• Player-coach mentality, which includes building one’s own pipeline, coaching through example, closing deals, and ensuring customer satisfaction.

• High intellect, rapid learning ability, and motivation to excel in a high-growth environment with challenging targets.

• Comprehensive understanding of EMEA purchasing dynamics, procurement procedures, regulatory influences, and channel/partner frameworks.

• Fluent in business English; proficiency in additional languages such as German, French, or Dutch is advantageous.

🏝️ Benefits

• Engaging work focused on providing a more secure internet experience.

• Opportunity to gain expertise in the security and open-source software markets.

• Professional development and growth opportunities in demand generation and product-led growth.

• Remote working arrangements with a motivated and supportive global team.