Lead Technical Account Manager (EMEA)

We’re hiring a strategic and proactive Lead Technical Account Manager (TAM) to join our Services Delivery team in EMEA. In this role, you’ll serve as a trusted technical advisor, helping customers achieve success with the Obsidian platform while driving best practices, mentoring team members, and influencing product direction through customer feedback.

Ideal candidates bring strong cybersecurity and enterprise SaaS experience, a customer-first mindset, and the ability to thrive in a fast-growing SaaS security startup. This is a fully remote role based in EMEA, with occasional regional travel.

About the Role:

• Drive measurable customer outcomes, platform adoption, and long-term value realization for Obsidian’s marquee enterprise customers and strategic partners across EMEA.
• Own the technical success strategy for complex enterprise accounts, aligning Obsidian’s platform capabilities to customer security priorities, business objectives, and operational maturity goals.
• Serve as a trusted technical advisor to senior customer stakeholders, including security leaders, IT executives, administrators, and executive sponsors.
• Partner with customers to define success plans, maturity roadmaps, and optimization strategies that increase product value, operational efficiency, and retention.
• Proactively identify opportunities to improve customer health, adoption, and expansion by analyzing usage patterns, business priorities, and evolving security needs.
• Orchestrate cross-functional engagement with Product, Engineering, Customer Success, Support, and Sales to deliver high-impact outcomes for strategic accounts. Represent the customer perspective in product roadmap discussions by surfacing strategic feedback, market trends, and enterprise requirements from across EMEA.
• Deliver executive-ready business reviews, account health insights, technical strategy sessions, and value realization narratives for key stakeholders.
• Lead technical workshops, enablement programs, and advisory sessions that increase customer self-sufficiency, platform maturity, and stakeholder alignment.
• Mentor and develop TAM team members by establishing best practices, sharing enterprise engagement patterns, and raising the technical bar across the region.
• Contribute to the growth and scalability of Obsidian’s EMEA Services Delivery function by improving playbooks, processes, documentation, and regional operating models.

About You:

• Strong combination of technical expertise, customer engagement skills, and leadership capabilities.
• Strong combination of technical depth, customer engagement, and leadership experience, with the ability to drive measurable outcomes for strategic enterprise customers.
• Proven experience in Technical Account Management, Customer Success, Solutions Engineering, Professional Services, or a similar customer-facing technical role supporting enterprise accounts.
• Deep understanding of cybersecurity, cloud, SaaS, and identity security concepts, including authentication, APIs, integrations, threat detection, and enterprise security workflows.
• Hands-on familiarity with platforms such as Google Workspace, Microsoft 365, Okta, Salesforce, ServiceNow and related SaaS or identity ecosystems.
• Working knowledge of security solution categories such as SIEM, IAM/IGA, identity security, CASB, SSPM, Threat Detection, AI security or related technologies.
• Ability to interpret customer environments, usage data, logs, alerts, and workflows to identify opportunities for better technical and business outcomes.
• Experience mentoring peers, leading technical initiatives, or creating scalable best practices for customer-facing technical teams.
• Comfortable working in a fast-paced startup environment with globally distributed teams; willing to travel occasionally within EMEA and internationally, up to 20%.

About the Team:

We’re looking for a hardworking, focused and driven Enterprise Account Executive to channel energy, passion and initiative into new logo acquisition. You'll be responsible for developing and executing against a comprehensive account/territory plan whilst working collaboratively with our internal and external resources. This is a 100% remote role with preference for candidates located in the Greater London Metro.

About the Role:

• Proactively, identify, qualify and close sales pipeline across your 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 our value to our customers
• Align with our 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 our sales enablement training

About You:

• 5+ years of enterprise sales experience
• Working knowledge of sales concepts, methods and techniques
• Experience evangelizing new technology into large enterprise accounts.
• Able to maintain and manage existing client relationships and accounts.
• Able to utilize existing client and/or C-Level relationships, as well as build new relationships across IT Security as well as other lines of business.
• Self Starter that creates and maintains a sales pipeline by capturing accurate and complete information in selected CRM databases including activity, closing, project forecast, close ratios and market intelligence.
• Strong ability to understand a customer's business issues and needs and be able to articulate and map back value to a solution.
• Strong prospecting skills, deal qualification, and POV management skills, leading to acquisition of new business.
• Team player with the ability to collaborate well with internal stakeholders or partners to drive opportunities to closure.
• Need to maintain and keep up with market trends, competitor analysis, and market conditions which may impact customers.
• Able to learn quickly and ramp to be able to effectively articulate and differentiate the value of our product to prospective clients.

The Opportunity

We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the EMEA region. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high-growth territory. You’ll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian’s go-to-market strategy.

This is a UK based remote role with preference for candidates based in the Greater London region, supporting partners and regional field teams across this territory.

Key Responsibilities

Partner Strategy & Execution 

• 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.

Partner Enablement & Growth

• 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.

Relationship Management

• 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.

Cross-Functional Collaboration

• 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.

Who You Are

• 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.
• Proven track record building and managing successful regional VAR relationships both regionally and nationally.
• Strong understanding of reseller business models, sales cycles, and regional market dynamics.
• Excellent communicator and collaborator with experience working in matrixed, cross-functional teams.
• Self-starter who thrives in a fast-paced, startup environment and knows how to build from scratch.
• Ability to travel throughout the U.S. as needed (~25%).

Preferred Qualifications

• Experience working with security-focused VARs (e.g., GuidePoint, Optiv, Presidio, etc.)
• Familiarity with SaaS and security platforms like Microsoft 365, Salesforce, or identity providers.
• Experience launching or scaling partner programs at high-growth companies

The Opportunity

We’re looking for a Director, Sales to build and drive growth across the EMEA region for Obsidian Security. This is a strategic role as we accelerate growth at this crucial stage in our company’s development. This individual will be tasked with influencing and developing an energized, competitive, diverse, and high impact sales team that is characterized by its ability to create value for our customer base. You will be building a high-performance sales team that drives a positive team culture.

Reporting to the Chief Revenue Officer, you will act as a role model to drive the team in building extraordinary customer relationships and success. Leading with a strong teamwork-centric approach, this individual will leverage all Obsidian’s functions and a customer and partner network.

In order to acquire, develop and retain customer relationships and create a winning business, the Director will be able to create and maintain a high-performance culture, utilizing a data driven approach, and lead with transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, curious, operate with integrity, authentic, and leading by example with strategic opportunities.

Responsibilities:

• 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 sales engineering, alliances, customer success, renewals, product, legal, marketing, and engineering teams to create a seamless customer experience

Required Skills:

• Past Sales leadership in a SaaS cybersecurity company
• Previous experience developing a successful sales function across EMEA 
• Excellent knowledge of international markets and relatable GTM across continental Europe and the Middle East
• Results-oriented with multiple years meeting or exceeding quota
• Experience opening international markets from scratch
• Adept working in a fast-growing start up organization
• Good interpersonal skills to align and foster positive working relationships
• Growth mindset with the ability to map-out long-term vision and strategy
• Believes in the importance of a positive can-do teaming culture
• Has an established partner network