About this role.
Obsidian Security is seeking a senior channel sales leader to develop and grow its VAR strategy across the U.S. East, with a preference for the Northeast. The role owns partner recruitment, activation, enablement, business planning, pipeline generation, and revenue contribution through security-focused resellers. It requires close coordination with regional field sales, marketing, sales operations, and finance to execute co-selling and partner demand-generation programs. The successful candidate will bring deep enterprise SaaS or cybersecurity channel experience, established VAR relationships, and the ability to operate independently in a fast-moving startup. Travel throughout the United States is expected at approximately 25%.
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 begin by assessing the partner's customer base, security practice, technical capabilities, and alignment with our ideal customer profile. I then create a mutual business plan with executive sponsorship, enable relevant sellers and technical teams, establish opportunity-registration processes, and track early indicators such as trained representatives, joint account mapping, pipeline creation, and closed revenue.
I would track active versus recruited partners, enablement completion, partner-sourced and partner-influenced pipeline, conversion rates, average deal size, time to first opportunity, revenue contribution, win rate, and forecast accuracy. I would review these metrics in regular QBRs alongside qualitative feedback on field alignment, product fit, and partner engagement.
I would establish clear rules of engagement, account-mapping practices, and opportunity-registration criteria before conflicts emerge. For a specific issue, I would focus the conversation on customer value, document the agreed co-selling roles, and use shared pipeline reviews to ensure that both the partner and direct team see the commercial benefit of working together.
I would segment the territory by target industries, partner strengths, and priority accounts, then select a focused set of partners with the right customer access and security practices. With each partner, I would launch targeted enablement, executive briefings, joint events, account mapping, and campaign follow-up processes, measuring outcomes through meetings created, qualified opportunities, pipeline, and conversion.
I prioritize partners and activities using revenue potential, strategic fit, pipeline maturity, and execution readiness. I maintain a consistent operating cadence of executive check-ins, pipeline reviews, and internal alignment meetings, while using documented business plans and dashboards to keep actions, owners, and decisions visible across stakeholders.
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 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.
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 relationship with our key partners: GPS, Trace3 specifically.
- 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
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