[All remote jobs](https://jobicy.com/jobs.md)[![Obsidian Security logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/3c84d813-221.jpeg)](https://jobicy.com/company/obsidian-security.md)[Obsidian Security](https://jobicy.com/company/obsidian-security.md) # Enterprise Account Executive, EMEA 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)ShareRemote from[UK](https://jobicy.com/job-region/uk.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished30 Sep 2026Apply before30 Oct 2026Listing views29Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. This Enterprise Account Executive role focuses on acquiring new enterprise customers for a SaaS security platform across an EMEA territory. The successful candidate will prospect, qualify, forecast, and close complex new-logo opportunities while consistently meeting monthly, quarterly, and annual targets. They will collaborate with Sales Engineering, Customer Success, Professional Services, partners, and alliances to advance opportunities. The role requires at least five years of enterprise sales experience, strong C-level relationship-building ability, and the capacity to communicate cybersecurity value to large organizations. It is a remote UK-based position with a preference for the Greater London area. ## 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 insightClosing new-logo enterprise cybersecurity deals requires long, multi-stakeholder sales cycles, rigorous qualification, and credible business-value communication. The role also carries high target ownership and requires independently building and managing a reliable pipeline. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$220,000US market range$160k–$300k0$330k AI insightNo actual salary was disclosed, so these are estimated US-market annual total-cash/OTE figures in USD for an experienced Enterprise Account Executive selling cybersecurity software. Compensation commonly combines base salary and variable commission, and actual pay can vary substantially by territory, quota, attainment, and equity structure. ## 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-logo%20acquisition.md)[Cybersecurity SaaS](https://jobicy.com/jobs?search_keywords=Cybersecurity%20SaaS.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[C-level selling](https://jobicy.com/jobs?search_keywords=C-level%20selling.md)[Forecasting](https://jobicy.com/jobs?search_keywords=Forecasting.md)[CRM management](https://jobicy.com/jobs?search_keywords=CRM%20management.md)[Partner alliances](https://jobicy.com/jobs?search_keywords=Partner%20alliances.md)[Deal qualification](https://jobicy.com/jobs?search_keywords=Deal%20qualification.md) Sample interview questionsHow would you build a territory plan for new-logo enterprise accounts in EMEA?I would segment the territory by ideal customer profile, security maturity, SaaS footprint, regulatory exposure, and likelihood of an identity-security initiative. I would prioritize named accounts, map buying committees and partners, define account-specific hypotheses, and set weekly activity, pipeline-creation, and progression targets. Describe how you would position Obsidian Security to a CISO evaluating SaaS security solutions. I would begin with the CISO's risk priorities and current visibility gaps, then connect Obsidian's unified view of identities, applications, and integrations to measurable risk reduction. I would validate the business case through relevant attack scenarios, least-privilege outcomes, operational efficiency, and a jointly defined proof-of-value plan. How do you maintain forecast accuracy in a complex enterprise sales cycle? I use clear stage-exit criteria, documented customer commitments, mutual action plans, and regular validation of the economic buyer, technical sponsor, procurement path, and timeline. I distinguish upside from commit based on evidence rather than optimism and update CRM data immediately after material customer interactions. Tell us how you handle a deal in which an incumbent vendor is strongly established. I avoid competing only on feature checklists and first identify gaps in the incumbent approach that matter to the customer, such as unmanaged integrations, non-human identities, or operational blind spots. I then align internal specialists and partners around a focused proof of value with agreed success metrics and an executive-level business case. How would you collaborate with Sales Engineering, Customer Success, and alliance partners to close an opportunity? I would establish a shared account plan that defines roles, customer outcomes, milestones, and communication cadence. Sales Engineering would validate technical fit, Customer Success would reinforce deployment and adoption confidence, and partners would provide account access or complementary expertise while I retain clear ownership of the sales process. Opportunity details ## About this role. Obsidian Security is a global leader in cyber security protecting the SaaS and non-human identity layer modern enterprises run on — from Salesforce and Snowflake to the AI agents now deployed inside them. The Obsidian Security platform gives unified visibility into every human and machine identity, app, and integration across their SaaS estate, detects identity-based and supply chain attacks in real time, and enforces least-privilege access before it’s exploited. Trusted by major Fortune 500 companies T-Mobile, Workday, Snowflake, and S&P Global, Obsidian ranked No. 95 on the 2025 Deloitte Technology Fast 500™, growing nearly 1000% from 2021–2024 — helping CISOs turn an unmonitored attack surface into one they can govern with confidence. Obsidian has also been recognized by Forbes as America’s Best Startup Employers in 2026. In August 2026, Obsidian raised $85 million in Series D financing led by Crescent Cove Advisors, with participation from existing investors including Greylock Partners, Menlo Ventures, Norwest Venture Partners, IVP, Wing Ventures, and GV — pushing Obsidian’s valuation to $1.1 billion, crossing into unicorn status. Obsidian is using the funding to deepen its R&D in agentic AI security and extend its platform as the standard for governing what AI agents can access and do inside third-party applications. With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and fresh capital from its Series D behind it, 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 preference for candidates located in the Greater London Metro. 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 Professional Services * 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 large enterprise 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). Show more [Apply now >](https://jobicy.com/jobs/154284-enterprise-account-executive-emea-2.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.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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