Job Description

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 Opportunity

We’re looking for a Director, Sales to build and drive growth across the EMEA region for Obsidian Security. This is a strategic role as we accelerate growth at this crucial stage in our company’s development. This individual will be tasked with influencing and developing an energized, competitive, diverse, and high impact sales team that is characterized by its ability to create value for our customer base. You will be building a high-performance sales team that drives a positive team culture.

Reporting to the Chief Revenue Officer, you will act as a role model to drive the team in building extraordinary customer relationships and success. Leading with a strong teamwork-centric approach, this individual will leverage all Obsidian’s functions and a customer and partner network.

In order to acquire, develop and retain customer relationships and create a winning business, the Director will be able to create and maintain a high-performance culture, utilizing a data driven approach, and lead with transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, curious, operate with integrity, authentic, and leading by example with strategic opportunities.

Responsibilities:

• Creates, implements, measures, and reviews a strategic or operational plan that drives achievement of business goals aligned to overall corporate strategy
• Effectively utilizes activities such as territory planning, account plans/reviews, opportunity inspection, pipeline management, forecast calls
• Coaches the sales team on how to position and articulate the value proposition
• Identifies and pursues opportunities to expand business activities
• Plans and manages expenses
• Establishes working relationships with external parties which supports the achievement of business goals
• Fosters teamwork and promotes cross-functional collaboration
• Attracts, recruits, builds, and mentors the team to deliver business results; identifies, develops, and promotes high potential employees
• Drives performance review and development planning process with annual and quarterly review meetings
• Builds relationships with customers (internal or external) as necessary, providing customer escalation management for problem resolution
• Provides support for customer relationship management
• Drives initiatives which result in improvement in customer satisfaction
• Establishes growth plans to execute for regional expansion
• Provides leadership in collaborating with sales engineering, alliances, customer success, renewals, product, legal, marketing, and engineering teams to create a seamless customer experience

Required Skills:

• Past Sales leadership in a SaaS cybersecurity company
• Previous experience developing a successful sales function across EMEA
• Excellent knowledge of international markets and relatable GTM across continental Europe and the Middle East
• Results-oriented with multiple years meeting or exceeding quota
• Experience opening international markets from scratch
• Adept working in a fast-growing start up organization
• Good interpersonal skills to align and foster positive working relationships
• Growth mindset with the ability to map-out long-term vision and strategy
• Believes in the importance of a positive can-do teaming culture
• Has an established partner network