Bitwarden

• Effective prospecting and lead management building a 3-5X pipeline within your territory • Predominant focus on closing business in companies with 1000+ employees • Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly • Territory planning and any sales support required • Focus on activities and opportunities delivering short term and long-term revenue • Effective and regular networking to attract and influence Partner sales and grow our Partner relationships • Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities • Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities • Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast • Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success • Set financial goals for focus partners and ensure goals achievement • Drive multiple key channel initiatives in parallel across technical, professional services, and sales

• Operate a pooled Digital Customer Success model • Review health-score-based customer queue • Engage with priority customers through various channels • Support key adoption milestones • Run targeted recovery plays for at-risk customers • Collaborate with Sales and Engineering teams

• Support Bitwarden goals by designing, developing and maintaining key hierarchies and cryptographic protocols that are secure and performant • Design and enforce secure key management practices across clients and servers to prevent key compromise and protect sensitive cryptographic material • Help design usable APIs that abstract crypto correctly for other developers • Build and maintain both internal and external documentation and specifications • Troubleshoot and resolve complex security vulnerabilities and issues that require deep technical knowledge of our systems

• Lead the quality efforts for Bitwarden product across mobile, web, and server components • Hire and develop a cross-functional QA team • Own the quality process and decision support for product development • Evaluate and implement testing tools • Report on team progress to management • Advocate for the QA team and total quality management

• Assist with Security and IT related Technical Service Desk tickets • First touch point for user support (investigation/resolution, referral to TSD/Senior team member, etc) • Assist with access control changes, onboarding automation SCIM, and user provisioning / deprovisioning. • Strong hands-on expertise with configuring and administering/ maintaining Atlassian cloud products (JIRA, Service Management, Confluence, etc). • Security and IT administrative tasks related to auditing, access management, and licensing users across various departments. • Responds to, and where appropriate, resolves or escalates security incidents and investigations. • Assist Security and IT and other divisions with ensuring the secure and ethical implementation and operation of AI systems and data within the organization. • Investigates, monitors and reviews SOC and SIEM alerts and network traffic for unusual or suspicious activity or security events, and investigates these as a first level responder. • Provides escalations to tier 2 and tier3 SOC team as needed to assist with investigation of security events. • Assist with developing and maintaining documentation for security systems, services and procedures to support Bitwarden’s security, compliance needs and certification requirements such as ISO 27001, SOC2, HIPAA, and GDPR. • Administer and maintain endpoint protection and overall security and data protection utilizing various technologies such as Endpoint Detection and Response (EDR), Mobile Device Management (MDM), Secure Access Service Edge (SASE), Data Loss Prevention (DLP), DarkOps and Brand protection service, and other security solutions. • Establish and document standardized processes for managing security and IT services and establish secure/hardened system configuration baselines. • Assist with patching and updating and overall vulnerability management to keep all systems and endpoint devices secure and operational with minimal downtime.

• Build and maintain the company’s revenue forecast model, integrating pipeline data, bookings trends, retention rates, and expansion signals. Develop a bottoms-up and tops-down view of the business and reconcile the two with intellectual rigor. Own the weekly, monthly and quarterly reporting and forecast cycle from data pull to exec presentation. • Partner with Marketing, Sales, Growth, and Revenue Operations to analyze performance across both self-serve and sales-led funnels — including acquisition and conversion rates, pipeline health, deal velocity, coverage ratios, CAC payback, and LTV/CAC by channel and segment. Surface actionable insights on funnel quality, cohort retention, and pipeline risk. Serve as the financial voice in GTM planning — capacity and marketing mix modeling, quota and pricing decisions, territory and channel allocation, and headcount ROI analysis. • Own or heavily support the preparation of Board of Directors materials, including monthly and quarterly performance packages, KPI dashboards, and variance narratives. Build and maintain the analytical frameworks the Board relies on to assess business health, capital efficiency, and strategic progress. Coordinate with PE sponsors on reporting cadences, data requests, and ad hoc diligence questions — producing outputs that meet the quality bar of sophisticated institutional investors. • Contribute to internal ELT reporting and Quarterly Business Reviews, producing weekly, monthly, and quarterly revenue reporting packages for the CFO and executive team. Translate data-heavy analysis into concise, decision-ready narratives. Design and maintain dashboards that give business partners real-time visibility into the metrics that matter most. • Design and own complex financial models covering ARR, bookings, subscriber growth, churn and retention, NRR, and LTV/CAC across both self-serve and sales-led motions. Work directly in the data layer — SQL, BI tools, product analytics, and CRM exports — to validate numbers at the source rather than relying on aggregated summaries. Identify data gaps and drive improvements in data quality alongside Analytics, Growth, and RevOps. • Support M&A diligence, portfolio review analyses, and long-range planning processes. Take on high-priority ad hoc analyses that require someone who can get into the details quickly and surface the right answer under time pressure.

• Serve as corporate secretary; manage all Board governance, equity plan administration, cap table maintenance, and investor relations documentation. • Lead legal diligence and documentation for financing transactions, including growth equity rounds and debt facilities. • Advise the Board and management on fiduciary duties, corporate governance best practices, and securities law compliance. • Evaluate and lead legal workstreams for any strategic M&A transactions, partnerships, or joint ventures. • Build and own the commercial contracts function; draft, negotiate, and manage SaaS MSAs, order forms, DPAs, SLAs, and partner agreements. • Develop contract playbooks, standard templates, and pre-approved fallback positions to accelerate sales cycles. • Partner with the Sales and CX teams to resolve deal-level legal issues quickly and with appropriate risk tolerance. • Manage and continuously improve contract lifecycle management (CLM) systems and processes. • Develop and execute a comprehensive IP protection strategy including trademarks, copyrights, trade secrets, and patents as appropriate. • Manage all IP assignments, invention disclosures, and open-source compliance. • Advise product, engineering, and marketing teams on IP clearance, use of third-party software/content, and competitive IP risks. • Own the company's global data privacy program; ensure compliance with GDPR, CCPA/CPRA, and other applicable privacy regimes. • Serve as legal lead on security incidents, breach response, and regulatory investigations. • Partner with Information Security and Engineering on product privacy reviews, vendor assessments, and DPA negotiations. • Advise People/HR on employment matters: offer letters, severance, non-competes, employee investigations, and terminations. • Manage employment litigation and agency charges; retain and oversee outside employment counsel as needed. • Ensure compliance with wage-and-hour laws, EEO obligations, and applicable labor regulations across all jurisdictions. • Manage all litigation, arbitration, and dispute resolution matters; retain and supervise outside counsel efficiently. • Build and maintain a company-wide legal risk register; proactively identify and mitigate legal and regulatory exposure. • Own the company's insurance program (D&O, E&O, cyber liability, general liability) with appropriate coverage for a scaling SaaS company. • Build the legal function from the ground up; hire and develop in-house legal staff as business needs grow. • Establish legal spend management protocols; select, onboard, and actively manage outside counsel relationships to optimize cost and quality. • Implement legal tech tools (CLM, entity management, e-signature, legal ops) to scale the function efficiently.

• Reporting to the CFO, the Vice President of Human Resources will serve as the primary architect of our people infrastructure during a period of significant organizational growth. • This leader will own the full employee lifecycle — from talent acquisition strategy to performance management, total rewards, and culture — ensuring the company can recruit, develop, and retain the talent. • Build, manage, and develop HR team members. • Set clear goals, priorities, and operating rhythms for the HR function; hold the team accountable to measurable outcomes and service-level expectations. • Serve as a player-coach — willing to be hands-on across all HR disciplines while developing existing HR team members. • Partner with Finance to manage the HR department budget, including headcount, systems, and program spend; identify efficiency opportunities as the function scales. • Serve as the primary escalation point for complex, sensitive, or high-risk employee relations matters including misconduct allegations, harassment complaints, and performance disputes. • Advise managers and executives on handling performance issues, disciplinary actions, and involuntary separations in a manner that is legally sound and consistent with company values. • Implement a scalable performance review process tied to company objectives; coach people managers on giving effective feedback. • Partner closely with Legal/General Counsel on matters that carry litigation risk, regulatory exposure, or require formal legal guidance. • Design and execute a scalable recruiting engine to support headcount growth from ~[X] to ~[2X] employees over 24 months.

• Function as a Subject-Matter Expert (SME) for Bitwarden and our suite of services. • Expand skills in all Bitwarden applications and services in order to guide, train, and clearly describe the features and functionality to users and/or customers. • Work with customers to solve issues and/or look ahead to identify solutions to situations they may face in the future. • Provide superb customer support. • Assist with billing and account management. • Collaborate with Sales, Marketing, Development, and Product associates.

• Own the strategy and execution for iOS and Android applications • Drive adoption and engagement by building an intuitive mobile experience • Tackling mobile-specific challenges: autofill reliability, offline access, biometric authentication, platform-specific constraints • Partner closely with engineering, design, and security teams • Define and communicate success metrics for mobile adoption, engagement, autofill success rates, retention, and churn • Drive cross-platform feature parity while accounting for architectural differences • Write clear product specifications and strategy documents • Collaborate with the mobile engineering team to ensure technical feasibility • Partner with design to craft intuitive UX for mobile constraints • Manage product quality through QA coordination and post-launch monitoring • Regularly communicate performance metrics and wins to leadership and cross-functional partners • Engage with the Bitwarden community to gather feedback and provide transparency on mobile development • Use AI tools to accelerate spec writing and competitive analysis.