Do you thrive on bringing innovative solutions to the biggest names in business? Are you ready to make a significant impact in a rapidly expanding market? Obsidian Security is actively searching for a dynamic Enterprise Account Executive to join our team, focusing on the vibrant TOLA region. This is your chance to lead high-value conversations and secure major enterprises with our pioneering SaaS security platform. We offer a fully remote opportunity, inviting top talent from across the globe to redefine cybersecurity alongside us.

Overview

Obsidian Security stands as the recognized leader in SaaS security. Our platform protects over 200 organizations worldwide, including industry giants like Snowflake, T-Mobile, and Algolia. We serve a diverse client base across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand, counting many Fortune 1000 and Global 2000 companies among our valued partners.

Founded in 2017 and backed by premier investors such as Greylock, Obsidian was specifically created to address a critical gap; securing the SaaS applications where modern business truly happens. This includes essential platforms like Microsoft 365, Salesforce, and hundreds more. Our comprehensive SaaS security platform excels at reducing risk, swiftly detecting and responding to threats, and ultimately preventing breaches right at their source. Our team comprises industry veterans who previously redefined endpoint and identity security at companies like CrowdStrike, Okta, Cylance, and Carbon Black. They are now transforming the landscape of SaaS security.

As AI fuels unprecedented SaaS growth and complexity, agentic AI tools increasingly gain privileged access to sensitive data through integrations. This creates entirely new risks many traditional security tools simply miss. Obsidian uniquely addresses these emerging challenges by detecting anomalous OAuth token activity and meticulously managing integration risks. With major announcements on the horizon, we recognize that SaaS security must evolve, and Obsidian is leading that evolution. This is a fully remote position, offering you the flexibility to work from anywhere globally.

Key Responsibilities

Drive New Business: Actively identify, pursue, and close new logos within the TOLA enterprise market, consistently exceeding your sales quotas.
Strategic Account Management: Develop and execute comprehensive account plans that align with customer needs and Obsidian's strategic goals.
Build C-Level Relationships: Cultivate strong, lasting relationships with senior executives and key decision-makers across security, IT, and business units.
Manage Complex Sales Cycles: Skillfully navigate intricate sales processes, from initial qualification to successful contract negotiation and close.
Product Expertise: Confidently present and demonstrate the value of Obsidian's SaaS security platform, articulating its unique advantages and ROI to technical and non-technical audiences.
Accurate Forecasting: Maintain rigorous sales hygiene, providing accurate forecasts and pipeline management through CRM tools.
Collaborate Internally: Work closely with our Solution Engineering, Marketing, Product, and Customer Success teams to ensure a seamless customer experience.
Market Insight: Stay informed on industry trends, competitive landscape, and customer challenges within the SaaS security space.

Requirements

To succeed in this role, we are looking for a candidate who brings:

Proven Enterprise Sales Experience: A solid track record of 5+ years selling enterprise software solutions, preferably within cybersecurity or high-growth SaaS environments.
TOLA Market Expertise: Deep understanding and established network within the Texas, Oklahoma, Louisiana, and Arkansas (TOLA) region.
Quota Attainment: Demonstrated history of consistently meeting or exceeding annual sales targets.
Complex Deal Navigation: Experience successfully managing multi-stakeholder deals with average contract values exceeding $100k.
Exceptional Communication: Superior verbal and written communication skills, with a talent for persuasive presentations and negotiations.
Technical Acumen: Ability to grasp complex technical concepts and translate them into clear business value for customers.
Remote Work Proficiency: Self-motivated, disciplined, and highly effective in a fully remote work environment.
Team Player Mentality: A collaborative spirit and a desire to contribute to a winning team culture.

What You'll Gain

Joining Obsidian Security means more than just a job; it is an opportunity to be at the forefront of cybersecurity innovation. Here's what you can expect:

Pioneer a Market: Be a crucial part of a company defining the future of SaaS security.
Impactful Work: Protect global enterprises from sophisticated threats, making a tangible difference in their security posture.
High Earning Potential: A competitive compensation package including uncapped commissions for exceeding targets.
Professional Growth: Significant opportunities for career advancement and continuous learning within a fast-paced environment.
Dynamic Culture: Work with a brilliant, supportive, and passionate team dedicated to innovation and customer success.
Remote Flexibility: Enjoy the freedom and productivity of a fully remote role, collaborating with colleagues from around the world.