About this role.
Obsidian Security is seeking a senior channel sales leader to develop and scale its VAR strategy across the central U.S. territory. The role owns partner recruitment, activation, enablement, business planning, pipeline development, and revenue contribution with security-focused resellers. It requires close coordination with regional field sales, marketing, sales operations, and finance in a fast-growing cybersecurity SaaS environment. Candidates need 8+ years of channel sales or partner-management experience, strong VAR relationships, and willingness to travel in the U.S. დაახლოებით 25%. The position is remote within the United States, with preference for west, mountain, or central-region candidates.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would assess partner fit using their security practice maturity, relevant customer base, seller capacity, technical capabilities, existing vendor portfolio, and willingness to invest in a joint plan. I would then tier partners by near-term revenue potential and strategic coverage, establish clear activation milestones, and review progress through pipeline and enablement metrics.
I would align the plan to territory revenue objectives, target accounts, priority use cases, and field-sales coverage. The plan would define joint pipeline targets, enablement requirements, marketing activities, executive relationships, opportunity-registration processes, and a regular cadence for QBRs and forecast reviews.
I would track partner-sourced and partner-influenced pipeline, bookings or revenue contribution, win rate, deal registration volume, sales-cycle progression, trained sellers and technical staff, campaign results, and forecast accuracy. I would use these measures to determine where to invest, remediate, or adjust partner tiers.
I would first confirm the facts through CRM records, engagement history, and the established rules of engagement. I would facilitate a timely discussion focused on customer outcomes, clarify ownership and compensation expectations, and document an agreed co-selling plan that protects trust while maintaining deal momentum.
I would build a phased onboarding program covering product positioning, target personas, core use cases, competitive differentiation, discovery, demo support, and opportunity qualification. I would reinforce training with joint account mapping, early deal coaching, field accompaniment, and measurable certification or pipeline milestones.
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.
The Role
We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the central regions 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 west/mountain/central 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
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 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.
Base Salary Range
$164,000—$180,000 USD
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
