VP, Channel Sales
Bitwarden | Remote
About the Role
Bitwarden is scaling its global partner ecosystem on the path to $200M ARR, and we're hiring a VP of Channel
Sales to own it. This leader will build and drive our worldwide channel strategy across resellers, distributors,
MSPs/MSSPs, cloud marketplaces, and strategic alliances-turning partners into a primary engine of new
bookings. Reporting to the CRO, you'll set the vision, build the team, and deliver partner-originated revenue at
scale.
What You'll Do
- Own the global channel strategy and number, delivering partner-sourced and partner-influenced ARR against
aggressive growth targets.
- Scale the channel organization from its current stage into a mature, repeatable engine-maturing partner
programs, tiering, and operating cadence as the business grows toward $200M ARR.
- Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, growing
headcount and coverage in step with revenue.
- Develop and scale relationships with VARs, VADs, and distribution partners across international markets.
- Grow the MSP and MSSP motion, including program structure, margin models, and recurring-revenue
partner economics.
- Drive Cloud Service Provider partnerships and marketplace strategy, including AWS Marketplace and
Microsoft Azure Marketplace, to accelerate co-sell motions and consumption-based growth.
- Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and create
joint value.
- Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable
growth.
- Partner cross-functionally with Direct Sales, Marketing, and Product to align channel motion with GTM
priorities and avoid conflict.
- Own partner performance analytics-pipeline coverage, partner-sourced pipeline, win rates, and ROI.
What You Bring
- 12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building and
running multi-region teams.
- Demonstrated success scaling a channel organization-taking a partner program from early or mid-stage to a
mature, predictable revenue contributor (e.g., growing partner-originated ARR to 25%+ of new bookings).
- International channel experience spanning VARs and VADs across multiple regions.
- Deep MSP and MSSP experience, including building and scaling recurring-revenue partner programs.
- Cloud Service Provider and marketplace experience, including AWS Marketplace and Microsoft Azure
Marketplace co-sell and listing motions.
- Strong alliance and strategic partnership experience (technology/ISV/cloud).
- Experience building, structuring, and leading distributed, multi-region channel teams through periods of rapid
growth.
- Executive-level communication and cross-functional leadership skills.
- Cybersecurity or security software experience strongly preferred.
- Willingness to travel internationally as needed.
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 and take part in productive and fun meetups.