Channel AE at Bitwarden - Grow in Cybersecurity Sales in Columbus
Career & Market Insight
This Channel AE role at Bitwarden sits at an exciting intersection of cybersecurity, open-source software, and channel sales — three of the fastest-growing areas in B2B tech. For early-to-mid career professionals (2–4 years experience), this is a strong accelerator role.
Compensation: No salary is listed, which is a minor yellow flag. For a UK-based Channel AE at a Series B-stage cybersecurity startup, market benchmarks typically range from £45,000–£65,000 base + commission. The quota-driven nature means OTE could push total compensation significantly higher — ask about OTE and quota attainment rates during interviews.
Skills you'll develop:
- Channel partner strategy and ecosystem building — highly transferable to enterprise SaaS roles
- EMEA go-to-market execution — valuable for any global tech company
- Technical product fluency in password/secrets management — a niche with growing enterprise demand post-breach cycles
- Cross-functional collaboration (marketing, sales enablement, C-suite exposure)
Culture signals: Bitwarden is a fast-growing startup (founded 2016, still CEO-involved in final interviews), which signals a relatively flat hierarchy and high visibility. Reporting up to a CSO and having a final interview with the CEO suggests this hire matters — and that you'll have real influence.
Green flags: Open-source product with a passionate community, global team, genuine security mission. Watch for: No explicit PTO or benefits mentioned; the role carries a quota — clarify ramp period and quota-setting methodology before accepting.
Headquarters: Remote, UK
Bitwarden empowers enterprises, developers, and individuals to securely store and share sensitive data. With a transparent, open-source approach to password management, secrets management, and passwordless and passkey innovations, Bitwarden makes it easy for users to extend robust security practices across all online activities. Founded in 2016 with headquarters in Santa Barbara, California, Bitwarden is supported by a passionate global community of security experts and enthusiasts.
Bitwarden is seeking a dynamic and motivated Channel Account Executive to join our team. This role will focus primarily on fostering partnerships in EMEA. You will be responsible for managing lead flow, closing deals, recruiting partners, and developing geographical go-to-market plans.
This is an all-remote team and we're looking for someone located in the UK.
Responsibilities
- Assist the Head of Channel Sales in developing partnerships in EMEA
- Provide quotes and pricing to partners in a timely manner
- Manage the deal registration process
- Responsible for targeted regions where Bitwarden has taken a channel-first strategy
- Identify and cultivate sales leads within targeted regions, feeding these opportunities to resellers as needed
- Establish and nurture relationships with key resellers, enabling them to operate autonomously while ensuring alignment with Bitwarden's strategic goals
- Deliver technical and sales training to emerging partnerships
- Collaborate with marketing teams to execute joint marketing efforts that drive brand awareness and sales through channel partners
- Conduct sales calls with partners and potential customers to support the sales process and provide product expertise
- Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
What You Bring to Bitwarden
- Fluency in English
- Consistent results in a quota-based role
- Bachelor's degree in Business, Marketing, or a related field
- 2–4 years of experience in partner development, account management, or channel management
- Proven ability to build and maintain strong relationships with resellers
- Self-motivated, with a proactive approach to problem-solving and a results-oriented mindset
- Ability to track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team; proactively communicate with sales leaders on channel pipeline and forecast
- Experience working with marketing to deliver events, programs, and campaigns that create interest and awareness among partners' customers; ability to build and execute joint partner business plans with measurable success
What to Expect in the Interview Process
Selected candidates will be invited to schedule an introduction call and potentially progress through the following stages:
- Screening call with our Recruiting Manager
- Interview with Hiring Manager (Head of Channel Sales)
- Interview with our CSO
- Interview with our Head of Sales Enablement
- Final Interview with our CEO
- Reference Checks
A Few Reasons to Work with Us
- Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone — from our friends and family to the world's largest organizations.
- Become an expert in a growing market. You'll get immersed in the prominent technology markets of security and open-source software.
- Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup.
- We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.
To apply: https://weworkremotely.com/remote-jobs/bitwarden-channel-account-executive-emea
Frequently Asked Questions
Is this role truly remote or will I need to go into an office?
What regions will I be covering as a Channel AE?
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