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Strategic Account Executive - Central

Obsidian Security · US Remote, Estados Unidos Da América · Remote

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Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more. 
 
Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we’ve built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. 
 
Now, we’re transforming how SaaS is secured—in the era of agentic AI. 
 
Today, Obsidian is trusted by global enterprises like Snowflake, T-Mobile, and Pure Storage. We protect more than 200 organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand—including many of the world’s largest Fortune 1000 and Global 2000 companies.
 
With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long-term growth and IPO readiness. Join us as we define the future of SaaS security!

About the Team:

SaaS Security & Agentic AI Security
 High-Grit. High-Tenacity. Evangelist-Level Influence.

Obsidian Security is hiring a relentless, high-impact Strategic Account Executive to drive our most important SaaS Security and Agentic AI Security platform deals. This role requires a seller who thrives in ambiguity, outperforms under pressure, and can evangelize a vision of how customers secure their SaaS ecosystem and the emerging world of agentic AI.

You will own a small set of strategic accounts and take full responsibility for landing, expanding, and transforming them. You must be a challenger, a teacher, and a closer—capable of shaping executive thinking, navigating complex technical and political environments, and pushing large enterprises toward modern security models.

We want someone who will outwork, outlearn, and out-execute the field.

What You’ll Do:

Drive Relentless, High-Stakes Revenue Execution

  • 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.

Command the Pipeline

  • Maintain absolute discipline in forecasting, qualification, and deal progression.

  • Run high-pressure, multi-threaded cycles with speed, urgency, and total control.

Evangelize SaaS & Agentic AI Security

  • 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.

Engage the C-Suite With Authority

  • Drive executive conversations that challenge assumptions and shift strategy.

  • Earn trusted-advisor status with CIOs, CISOs, CTOs, and Boards through credibility, preparation, and conviction.

Lead the Internal Charge

  • Rally Product, Engineering, and senior leadership around the biggest deals.

  • Remove roadblocks, accelerate timelines, and push internal alignment with urgency.

Communicate Like a True Evangelist

  • Deliver crisp narratives that resonate at the executive level and generate momentum.

  • Translate field insight into action for Product and leadership.

What You Bring:

  • 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.

Employee Benefits

Our competitive benefits packages are designed to support our employees' well-being, both at work and at home.  Our US based employees enjoy:

  • 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

For more details on our US benefits, or for information on our international benefits, please see here.

Pay Transparancy

Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.

At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.  If you have a need that requires accommodation, please contact [email protected]

Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.

Base Salary Range
$146,000—$175,000 USD