[All remote jobs](https://jobicy.com/jobs.md)Open role[![Obsidian Security logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/3c84d813-221.jpeg)](https://jobicy.com/company/obsidian-security.md)Remote opportunity at[Obsidian Security](https://jobicy.com/company/obsidian-security.md) # Enterprise Account Executive – TOLA Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/obsidian-security.md)Share25 Aug 2026Published27Listing views3Application actions24 Sep 2026Apply before Opportunity details ## About this role. AI SummaryObsidian Security is hiring a remote Enterprise Account Executive to drive new-logo acquisition across the TOLA territory. The role owns territory and account planning, enterprise prospecting, qualification, forecasting, and closing against monthly, quarterly, and annual targets. Candidates need at least five years of enterprise sales experience, ideally selling new technology into Fortune 1000 accounts and engaging C-level security stakeholders. Success depends on articulating SaaS security value, managing complex deal cycles, and collaborating with Sales Engineering, Customer Success, Support, partners, and alliances. This is a US-remote, Texas-based field sales role with travel within and outside the territory. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-accountability enterprise new-business role requiring complex security-sales expertise, executive relationship building, and disciplined pipeline management. The candidate must independently create demand and consistently deliver against recurring revenue targets in a competitive market. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$167,000US market range$150k–$190k0$209k AI insightThe disclosed annual base salary is $164,000 to $170,000 USD, producing an offer median of $167,000. The stated range is base pay only; equity and possible sales commission or incentive compensation are additional and are not quantified. A typical US market base-salary range for an experienced enterprise cybersecurity account executive is approximately $150,000 to $190,000 annually, with total on-target earnings often higher when variable compensation is included. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales.md)[New Logo Acquisition](https://jobicy.com/jobs?search_keywords=New%20Logo%20Acquisition.md)[Cybersecurity Sales](https://jobicy.com/jobs?search_keywords=Cybersecurity%20Sales.md)[SaaS Security](https://jobicy.com/jobs?search_keywords=SaaS%20Security.md)[Territory Planning](https://jobicy.com/jobs?search_keywords=Territory%20Planning.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[C-Level Engagement](https://jobicy.com/jobs?search_keywords=C-Level%20Engagement.md)[Channel Partnerships](https://jobicy.com/jobs?search_keywords=Channel%20Partnerships.md)[CRM Management](https://jobicy.com/jobs?search_keywords=CRM%20Management.md) Sample interview questionsHow have you built a new-logo enterprise pipeline in an underserved territory?I segment accounts by fit, risk profile, buying triggers, and relationship access, then create account-specific outreach plans. I combine executive outreach, partner engagement, events, referrals, and targeted discovery to establish qualified opportunities, while tracking conversion metrics to continually improve coverage. How would you position a SaaS security platform to a CISO or security leader? I would begin with discovery around the customer’s SaaS footprint, sensitive-data exposure, identity controls, third-party integrations, and incident concerns. I would connect the platform’s capabilities to measurable outcomes such as reduced exposure, faster threat detection and response, stronger integration governance, and lower operational risk. Describe your approach to forecast accuracy in a complex enterprise sales cycle. I maintain clear exit criteria for each stage, validate compelling events and decision processes, and regularly test assumptions with champions and economic buyers. I update close dates and probabilities based on verified customer actions rather than optimism, while documenting risks and next steps in the CRM. How do you work with sales engineers and partners to advance a technical opportunity? I align the team early on the customer’s business problem, technical requirements, stakeholders, success criteria, and mutual action plan. I use sales engineers for credible technical validation and partners for access, implementation confidence, or complementary value, while retaining accountability for deal strategy and executive alignment. Tell us about a time you displaced an incumbent or introduced a new technology category. I focused on identifying a gap the incumbent could not adequately address, quantifying the business and security impact, and building a coalition of technical and executive supporters. A structured proof of value with agreed success metrics helped demonstrate differentiated outcomes and gave the customer confidence to change. 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 does this by offering 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. Now, they’re transforming how SaaS is secured. 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. Major announcements are on the horizon. Recognizing that SaaS security needs to evolve, 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. 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 ability to travel within and outside of this region. 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 Customer Support * 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 F1000 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. 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](https://app.rippling.com/benefits/preview/76xr7qaxl1xvkd3z). 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 accommodations@obsidiansecurity.com Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s [Applicant Privacy Policy](https://www.obsidiansecurity.com/privacy-policy/). Base Salary Range $164,000—$170,000 USD Show more [Apply now >](https://jobicy.com/jobs/151639-enterprise-account-executive-tola.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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