About the role
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!
The Role We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the East region of the U.S. 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 U.S. based remote role with preference for candidates based in the Northeast 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 activa 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. Drive partner sourced opportunities. 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.
