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About the Role
Obsidian Security is seeking a hardworking, focused, and driven Enterprise Account Executive to drive new logo acquisition. This role involves developing and executing account/territory plans and collaborating with internal and external resources to achieve sales targets.
Responsibilities
- 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 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.
Requirements
- 5+ years of enterprise sales experience.
- Working knowledge of sales concepts, methods, and techniques.
- Experience evangelizing new technology into F1000 accounts.
- Ability to maintain and manage existing client relationships and accounts.
- Ability to utilize existing client and/or C-Level relationships, as well as build new relationships across IT Security and other lines of business.
- Self-starter who 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 articulate and map back value to a solution.
- Strong prospecting skills, deal qualification, and POV management skills, leading to the acquisition of new business.
- Team player with the ability to collaborate well with internal stakeholders or partners to drive opportunities to closure.
- Must maintain and keep up with market trends, competitor analysis, and market conditions that may impact customers.
- Ability to learn quickly and ramp to effectively articulate and differentiate the value of our product to prospective clients.
Experience Level
- 5+ years of enterprise sales experience
Salary/Compensations
- $200k - $225k per year (Double OTE)
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
About the Company
- Obsidian Security is the leading SaaS security platform, trusted by global enterprises like Snowflake, T-Mobile, and Algolia.
- We protect 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.
- Founded in 2017 and backed by top investors like Greylock, Obsidian was built to close a critical gap: securing SaaS apps where business happens—Microsoft 365, Salesforce, and hundreds more.
- The company offers a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source.
- Obsidian was built by leaders who redefined endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black.
- With AI driving rapid SaaS growth and complexity, agentic AI tools gain privileged access to sensitive data through integrations, creating new risks most security tools miss.
- Obsidian uniquely detects anomalous OAuth token activity and manages integration risks.
- Obsidian enables growing organizations to start with a lightweight, prevention-focused browser extension and expand coverage over time.
- With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise ahead, Obsidian is scaling rapidly toward long-term growth and IPO readiness.
- Obsidian Security was founded in 2017 to solve the unaddressed blindspot of SaaS Security.
- SaaS applications provide the tools employees need to succeed and hold the business’ most critical information.
- Obsidian proudly offers the industry's most comprehensive and powerful SaaS defense solution.
- We are committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible.
- We’re a passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today.
- We listen closely to our customers, iterate quickly, and (over) deliver to delight them.
- Working at Obsidian means contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.