VP, Channel & Strategic Partnerships

    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.