Channel Account Director

Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more. Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we’ve built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, we’re transforming how SaaS is secured—in the era of agentic AI. Today, Obsidian is trusted by global enterprises like Snowflake, T‑Mobile, and Pure Storage. We protect more than 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. With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long‑term growth and IPO readiness. Join us as we define the future of SaaS security The Role We are looking for a Channel Account Director to lead and expand our Value‑Added Reseller (VAR) channel strategy across the western 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, supporting partners and regional field teams across the western U.S. region. Key Responsibilities 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 U.S. based employees enjoy: Competitive compensation with equity and 401(k) 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 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. Base Salary Range: $136,000 - $226,000 USD 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. Voluntary Self‑Identification For government reporting purposes, we ask candidates to respond to a short self‑identification survey. Completion is voluntary and will not be considered in the hiring process. #J-18808-Ljbffr