Obsidian Security

Account Manager

• Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks.
• Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables.
• Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering.
• Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays.
• Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators.
• Serve as executive-aligned TAM for a small portfolio (upto 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans.
• Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI).
• Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines.
• Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows.

Director, Technical Account Management – East

Account Executive

• Own the development and execution of a targeted VAR strategy.
• Identify, recruit, and activate high-potential security-focused resellers across the territory.
• Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline and revenue contribution.
• Drive onboarding, sales enablement, and product training across regional VAR partners.
• Develop go-to-market campaigns, joint events, and demand gen programs.
• Support field sales in co-selling motions, lead sharing, and opportunity registration.
• Serve as the primary point of contact for VARs —building strong executive and sales-level relationships.
• Conduct regular QBRs, pipeline reviews, and sales alignment sessions.
• Support partner success through consistent engagement, feedback loops, and performance incentives.
• Partner with regional field teams to align on territory priorities, partner alignment, and deal execution.
• Collaborate with marketing on regional partner campaigns, event sponsorships, and content localization.
• Work with sales ops and finance on territory forecasting, tracking, and partner ROI analysis.

Channel Account Director

Sales

• Creates, implements, measures, and reviews a strategic or operational plan that drives achievement of business goals aligned to overall corporate strategy
• Effectively utilizes activities such as territory planning, account plans/reviews, opportunity inspection, pipeline management, forecast calls
• Coaches the sales team on how to position and articulate the value proposition
• Identifies and pursues opportunities to expand business activities
• Plans and manages expenses
• Establishes working relationships with external parties which supports the achievement of business goals
• Fosters teamwork and promotes cross-functional collaboration
• Attracts, recruits, builds, and mentors the team to deliver business results; identifies, develops, and promotes high potential employees
• Drives performance review and development planning process with annual and quarterly review meetings
• Builds relationships with customers (internal or external) as necessary, providing customer escalation management for problem resolution
• Provides support for customer relationship management
• Drives initiatives which result in improvement in customer satisfaction
• Establishes growth plans to execute for regional expansion
• Provides leadership in collaborating with solutions engineering, alliances, customer success, renewals, product, legal, marketing, and engineering teams to create a seamless customer experience

Regional Vice President – Enterprise Sales

• Proactively identify, qualify and close sales pipeline across territory and accounts
• Close business to meet and exceed monthly, quarterly and annual business targets
• Demonstrate an extensive understanding of the Obsidian Security offering and its value to customers
• Align with partners and alliances to optimize opportunities
• Partner with internal resources across Sales Engineering, Customer Success and Professional Services
• Demonstrate accurate pipeline forecasting and management
• Actively participate in sales enablement training

Enterprise Account Executive

• Creates, implements, measures, and reviews a strategic or operational plan that drives achievement of business goals aligned to overall corporate strategy
• Utilizes territory planning, account plans/reviews, opportunity inspection, pipeline management, and forecast calls
• Coaches the sales team on positioning and articulating the value proposition
• Identifies and pursues opportunities to expand business activities and establishes growth plans for regional expansion
• Plans and manages expenses and establishes working relationships with external parties to support business goals
• Fosters teamwork, promotes cross-functional collaboration, and provides leadership across solutions engineering, alliances, customer success, renewals, product, legal, marketing, and engineering
• Attracts, recruits, builds, and mentors the team; drives performance review and development planning
• Builds relationships with customers and provides customer escalation management and support for customer relationship management
• Drives initiatives to improve customer satisfaction

Regional Vice President, Enterprise Sales

Solutions Engineer

• Prepare and deliver technical presentations explaining Obsidian solutions to prospective and existing customers.
• Partner internally and externally to assess security needs and to determine requirements and alignment of Obsidian solutions to prospect pain points.
• Conduct solution proof-of-value engagements to obtain technical wins.
• Conduct field reconnaissance to provide feedback and insights to product management and engineering.
• Actively drive and manage the technical evaluation stage of the sales process and mentor and build the team.
• Technically advise on the sales of Obsidian solutions and act as a subject matter expert on SaaS security challenges and solutions.
• Partner with prospects in a technical and educational capacity throughout the sales cycle and advocate for the customer back to product management and engineering.
• Work closely with the leadership team to build out the rest of the extended team in the respective regions.

Senior Solutions Engineer

General Counsel

• Serve as the second person on the legal team supporting all go-to-market activities globally.
• Draft, review, and negotiate a variety of commercial technology agreements with customers, partners and vendors.
• Advise internal stakeholders on legal matters including contracts, data privacy and security, and intellectual property.
• Collaborate with cross-functional teams to provide legal support and guidance on business initiatives, product launches, and strategic partnerships.
• Develop legal processes and implement legal systems, including AI-based tools, to enhance efficiency and mitigate risks.
• Stay informed about changes in laws and regulations, industry trends, best practices, and emerging legal issues.
• Conduct internal training and develop educational materials to enhance legal awareness within the organization.
• Assist with HR matters, resolving disputes, litigation, and other legal matters as they arise.
• Manage external legal counsel and other service providers as needed.
• Report to the Chief Legal Officer.

Associate General Counsel

Customer Success Manager

• Obsidian Security: secures SaaS applications (Microsoft 365, Salesforce, and more) for global enterprises
• Develop and maintain strong relationships with key customers, serving as their primary point of contact for all post-sales activities
• Proactively identify opportunities to optimize customer success and satisfaction, driving value realization and adoption
• Collaborate with internal teams to advocate for customer needs and influence product enhancements
• Lead strategic initiatives to expand product adoption and upsell opportunities within assigned accounts
• Drive customer retention through effective renewal strategies and proactive risk mitigation
• Provide timely resolution to customer inquiries, issues, and escalations, ensuring a seamless customer experience
• Deliver regular business reviews and performance updates to customers
• Stay informed about industry trends and best practices to continuously enhance the customer success strategy

Senior Customer Success Manager

• Founded in 2017 to secure SaaS applications like Microsoft 365, Salesforce, and hundreds more
• Built a SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches
• Trusted by global enterprises (Snowflake, T-Mobile, Pure Storage) and protects 200+ organizations worldwide
• 100% remote role with location preference in Greater New York, New Jersey, Connecticut or New England and ability to travel within and outside these regions
• Responsible for developing and executing comprehensive account/territory plans to acquire new logos
• Proactively identify, qualify, and close sales pipeline across territory and accounts
• Close business to meet and exceed monthly, quarterly and annual targets
• Align with partners and alliances and partner with Sales Engineering, Customer Success, and Professional Services
• Demonstrate accurate pipeline forecasting and management and participate in sales enablement training

• Own and maintain the demo environment data configurations and schedules aligned with product releases and training
• Support POV engagements; run threat simulations and map assets to success criteria
• Enablement: align demo data and assets with product releases; create segmented demo scripts and assets
• Partner with cross-functional teams to deliver talk tracks, conduct training, and drive adoption of demo strategies

Director, Technical Account Management – East

Channel Account Director

Regional Vice President – Enterprise Sales

Enterprise Account Executive

Regional Vice President, Enterprise Sales

Senior Solutions Engineer

Associate General Counsel

Senior Customer Success Manager

Enterprise Account Executive

Sales Demo Engineer