Director, Technical Account Management – East

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November 18

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Obsidian Security

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Cybersecurity • SaaS

Obsidian Security is a company that specializes in providing comprehensive security solutions for Software as a Service (SaaS) applications. Their platform focuses on SaaS Security Posture Management (SSPM) and Identity Threat Detection and Response (ITDR) to deliver robust protection for both human and non-human identities within SaaS environments. Obsidian Security aims to manage excessive privileges, prevent SaaS configuration drift, achieve compliance, and protect against threats such as token compromise and spear phishing. Through machine learning and strategic partnerships, Obsidian offers deep threat insights and a consolidated view of security alerts with actionable remediation steps, ensuring end-to-end SaaS security for businesses and organizations.

51 - 200 employees

🔒 Cybersecurity

☁️ SaaS

💰 $90M Series C on 2022-03

📋 Description

• Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks. • Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables. • Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering. • Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays. • Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators. • Serve as executive-aligned TAM for a small portfolio (upto 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans. • Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI). • Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines. • Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows.

🎯 Requirements

• 10+ years in customer-facing post‑sales/services roles (TAM, Services Delivery/Consulting, Solutions Engineering/Architecture, Customer Success Architecture etc.), including at least 5+ years leading TAM/CS teams supporting large enterprises. • Proven operator as a player–coach: you can personally lead top accounts while building people, process, and tooling for scale. • Demonstrated strategic account management in complex environments: multi-stakeholder executive alignment, value roadmaps, QBR/EBR cadence, and commercial partnership. • Enterprise credibility across security and IT: familiarity with identity (SSO/SAML/OAuth), logging/SIEM, incident response workflows, cybersecurity frameworks (such as NIST, CIS) and change management in regulated environments. • Strong exec presence and communication—able to translate technical depth into business outcomes for CIO/CISO/CTO audiences. • Data-driven mindset with command of health/risk models, cohort metrics, and leading indicators that predict retention and growth.

🏖️ Benefits

• 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