Strategic Account Executive
Obsidian Security
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $146,000 - $175,000 per year
Job Level
SeniorLead
Tech Stack
Cyber Security
About the role
- Own the most strategic accounts in the business and consistently outperform multi-million-dollar targets.
- Architect and close platform-scale SaaS Security and AI Security deals that reshape customer operating models.
- Maintain absolute discipline in forecasting, qualification, and deal progression.
- Run high-pressure, multi-threaded cycles with speed, urgency, and total control.
- Educate customers on SaaS privilege risk, app-layer compromise, identity weaknesses, and emerging AI agent threats.
- Champion Obsidian’s platform as the new control plane for SaaS and AI-driven enterprises.
- Drive executive conversations that challenge assumptions and shift strategy.
- Earn trusted-advisor status with CIOs, CISOs, CTOs, and Boards through credibility, preparation, and conviction.
- Rally Product, Engineering, and senior leadership around the biggest deals.
- Remove roadblocks, accelerate timelines, and push internal alignment with urgency.
- Deliver crisp narratives that resonate at the executive level and generate momentum.
- Translate field insight into action for Product and leadership.
Requirements
- 10–15 years closing complex enterprise SaaS or cybersecurity platform deals, consistently beating quota.
- Proven grit: history of winning hard deals, recovering from setbacks, and outperforming in competitive markets.
- Deep SaaS Security knowledge (identity, integration risk, data exposure, app-layer threats).
- Demonstrated ability to influence C-suite security leadership and run executive sponsorship motions.
- Experience leading senior cross-functional teams through long, complex, high-stakes sales cycles.
- Exceptional executive storytelling, negotiation, and objection-handling prowess.
- Expertise in Salesforce, MEDDPICC, and enterprise SaaS sales systems.
- Bachelor’s degree required; advanced technical or business degree preferred.
- Ability to travel for high-value customer and executive engagements.
Benefits
- Competitive compensation with equity and 401k
- Comprehensive healthcare with dental and vision coverage
- Flexible paid time off and paid holiday time off
- 12 weeks of new parent or family leave
- Personal and professional development resources
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaScybersecuritysales forecastingdeal progressionexecutive storytellingnegotiationobjection handlingMEDDPICCSalesforceenterprise sales
Soft skills
gritinfluenceleadershipcommunicationcredibilitypreparationconvictioncollaborationproblem-solvingurgency
Certifications
Bachelor's degreeadvanced technical degreeadvanced business degree