[Hiring] Channel Account Executive @Bitwarden

Role Description

LATAM is a channel-first region for us. As channel manager, you'll build the partner ecosystem across Latin America, own a quota, and get resellers and MSPs selling Bitwarden on their own.

• Own a regional go-to-market plan for LATAM, with priority markets such as Brazil, Mexico, Colombia, Chile, and Argentina.
• Recruit and onboard regional resellers, MSPs, and local and boutique VARs, plus distributors where they're the right route to market.
• Build and maintain a partner plan that maps each partner's strengths (customer relationships, vertical focus, technical specialty) to target accounts.
• Manage lead flow both ways between partners and Bitwarden Sales, run deal registration, and keep sales leaders current on channel pipeline and forecast.
• Set financial goals with focus partners and drive them to hit those goals.
• Train partners in Spanish and Portuguese on Bitwarden products, positioning, and competitive displacement.
• Run joint marketing with partners and our marketing team: local events, campaigns, and co-selling motions.
• Join partner sales calls to provide product expertise and help close deals.
• Work through LATAM-specific deal mechanics with Finance and Legal, including local-currency pricing, invoicing and tax requirements, payment terms, and data residency questions (LGPD in Brazil, for example).
• Run several channel initiatives at once across technical, professional services, and sales.

Qualifications

• 5-10 years in partner development, channel management, or sales, with a record of hitting quota.
• Existing relationships with LATAM resellers, MSPs, or distributors in security or IT.
• Fluent in Spanish or Portuguese and English.
• Experience with both global and boutique VARs, and with how channel works in the region: tiered distribution, local entities, and longer public-sector cycles.
• Comfort working remotely with minimal supervision across time zones, with regular travel in-region for partner meetings and events.
• A bachelor's degree in business, marketing, or a related field.
• A self-starter mindset and a bias toward solving problems yourself.

Interview process

• Screening call with our recruiting manager.
• Hiring manager interview (head of channel sales).
• Interview with our CSO.
• Interview with our head of sales enablement.
• Final interview with our CEO.
• Reference checks.

Benefits

• Mission: Our community loves us, and you'll bring better security to everyone from families to the world's largest organizations.
• Market: You'll become an expert in two growing markets: security and open-source software.
• Growth: You'll build channel, demand gen, and product-led growth experience in a fast-growing company.
• Team: Work remotely with motivated people around the world, with in-person meetups.