About this role.
Obsidian Security seeks a senior channel sales leader to build and scale its VAR strategy across EMEA, with the role based remotely in the UK and a preference for Greater London. The position owns partner recruitment, activation, enablement, business planning, pipeline development, and revenue contribution through security-focused resellers. Success requires close coordination with regional field sales, marketing, sales operations, and finance, along with regular partner QBRs and co-selling execution. Candidates need at least eight years of cybersecurity or enterprise SaaS channel experience and a demonstrated ability to develop regional VAR relationships in a fast-paced startup environment.
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
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Sample interview questions
I would start by mapping target markets, existing field coverage, ideal customer profiles, and whitespace in the current partner ecosystem. I would score prospective VARs based on security specialization, customer access, seller capacity, technical capability, executive commitment, and demonstrated ability to create pipeline, then build market-specific recruitment plans.
I would align on target accounts, solution plays, revenue and pipeline goals, enablement milestones, marketing activities, and a cadence for pipeline inspection. The plan would assign accountable owners on both sides, define leading indicators such as trained sellers and registered opportunities, and be reviewed quarterly with adjustments based on results.
I use a balanced scorecard that includes sourced and influenced pipeline, closed revenue, conversion rates, deal registration quality, seller enablement completion, joint account activity, and forecast accuracy. I also assess qualitative indicators such as executive engagement, responsiveness, and alignment with our ideal customer and solution strategy.
I would refer to transparent engagement and deal-registration rules, establish the documented facts, and focus the discussion on the customer outcome and fastest path to a successful deal. I would facilitate an agreed co-sell plan with clear roles, escalation paths, and shared incentives so the relationship remains productive rather than adversarial.
I would combine role-based product training with clear discovery guidance, competitive positioning, use cases, objection handling, and joint selling support on early opportunities. I would reinforce training through certification, office hours, field accompaniment, and regular analysis of pipeline and win-loss feedback to improve partner readiness.
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 Opportunity
We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the EMEA region. 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 UK based remote role with preference for candidates based in the Greater London 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
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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