Channel Account Executive - LATAM

Job Description

Job Description

Bitwarden helps enterprises, developers, and individuals securely store and share sensitive data. We're open source, and our products cover password management, secrets management, and passwordless and passkey innovation. Founded in 2016 and headquartered in Santa Barbara, California, we're backed by a global community of security experts and enthusiasts.

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

• 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

1. Screening call with our recruiting manager
2. Hiring manager interview (head of channel sales)
3. Interview with our CSO
4. Interview with our head of sales enablement
5. Final interview with our CEO
6. Reference checks

• 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.