The posting
Bitwarden promotes better internet security and safety with an open source password management solution for individuals, teams, and business organizations.
Bitwarden seeks a Vice President of Public Sector Sales to build and lead our public sector business. You will own strategy and execution across federal, state, local, and education (SLED) markets, build a team of public sector sellers, and establish the partner, channel, and contract vehicle relationships that government buyers rely on. You bring deep relationships in the public sector community, a strong understanding of government procurement, and the leadership to turn Bitwarden’s trusted open source platform into a go-to choice for agencies and institutions.
This is an all-remote role with a requirement for overlap with US East Coast hours. Proximity to the Washington, DC metro area is a plus.
RESPONSIBILITIES
Strategy and leadership
- Own the public sector go-to-market strategy across federal civilian, defense, and SLED segments, with accountability for pipeline, bookings, and forecast accuracy
- Build, lead, and develop a team of public sector account executives and supporting roles
- Partner with Bitwarden leadership on segment priorities, territory design, and long-term public sector investment
- Establish an operating cadence for forecasting, pipeline reviews, and reporting to company leadership
- Work closely with Security, Compliance, Product, and Engineering on FedRAMP and other government compliance requirements, and bring customer requirements back to the roadmap
Partners, channel, and procurement
- Build relationships with federal integrators, resellers, and distributors to expand reach into agencies and institutions
- Establish and grow access to key contract vehicles and procurement pathways
- Navigate government buying cycles, including RFPs, RFIs, and fiscal year timing
- Partner with the Channel and Strategic Partnerships team to align public sector and partner strategy
Executive engagement
- Serve as executive sponsor on strategic public sector opportunities and lead complex, multi-stakeholder deals to close
- Build relationships with agency CIOs, CISOs, and IT leaders
- Represent Bitwarden at public sector industry events and forums
- Gather competitive and market intelligence across the public sector landscape
WHAT YOU BRING TO BITWARDEN
- 12+ years of B2B technology sales experience, including 7+ years selling into the public sector
- 5+ years leading public sector sales teams, ideally including building a team or a new public sector business
- Established relationships across federal agencies, integrators, and the reseller and distributor ecosystem
- Hands-on experience with government procurement, contract vehicles, and long sales cycles
- Experience selling security, identity, or infrastructure software to government buyers
- Working knowledge of FedRAMP and government compliance frameworks
- Familiarity with open source software in government environments is a plus
- High emotional intelligence and a collaborative leadership style that builds trust across a fully distributed company (100% remote)
- Excellent written and verbal communication skills, including with executive and agency audiences
- A growth mindset and a desire to learn from others
- Excitement and enthusiasm for open source and for better internet security
- Ultimate focus on customer adoption and 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:
- Interview with Chief Sales Officer
- Interview with Sales leadership and team members
- Interview with cross-functional leaders (Security/Compliance, Engineering, Channel)
- Reference calls
- Interview with the CEO
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. You’ll get immersed in the prominent technology markets of security and open source software.
We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.
Learn and grow. Take on new challenges with the support of your team.
We recognize and understand that people come with a wealth of experience and talent beyond just the technical requirements of a job. If you don’t meet 100% of the qualifications for the position, you should still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence; therefore, we encourage people from all backgrounds to apply. Please let us know if you require accommodations during the interview process.
