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Job Overview
Location
Remote
Job Type
Full-time
Category
Product Management
Date Posted
November 21, 2025
Full Job Description
đź“‹ Description
- • Own the full sales cycle for Fortune 1000 prospects across the Central region, from first discovery call to signed contract and successful hand-off to Customer Success.
- • Build and manage a robust pipeline of 3–5× quota by prospecting into net-new logos, leveraging warm introductions, and orchestrating multi-threaded campaigns with Marketing, Channel, and Executive teams.
- • Quarterback complex, multi-stakeholder deals (average ACV $250K–$1.2M) that involve CISOs, CIOs, Security Architects, Legal, and Procurement; map organizational power structures and tailor value narratives to each persona.
- • Deliver compelling product demonstrations and executive briefings that translate technical capabilities—SaaS security posture management, threat detection, and compliance automation—into quantifiable business outcomes such as risk reduction, audit savings, and productivity gains.
- • Develop and execute strategic account plans that identify expansion whitespace, co-sell opportunities with cloud marketplaces (AWS, Azure, GCP), and multi-year enterprise license agreements that lock in long-term revenue.
- • Maintain 95 % forecast accuracy in Salesforce, meticulously logging activities, MEDDPICC criteria, and next steps to ensure predictable revenue and friction-free deal reviews with Sales Leadership and the Board.
- • Collaborate with Solutions Engineers to scope custom integrations, data-ingestion requirements, and ROI models that withstand CFO-level scrutiny; author Statements of Work and Security Questionnaires with minimal redlines.
- • Serve as the voice of the Central region back to Product and Engineering, distilling win/loss feedback, competitive intelligence, and customer wish-lists into actionable roadmap requests that accelerate differentiation.
- • Mentor junior reps and SDRs by sharing call recordings, objection-handling playbooks, and territory best practices, thereby raising the overall bar for Enterprise Sales at Obsidian.
- • Travel up to 35 % (post-pandemic) for high-impact onsite meetings, regional trade shows, and customer QBRs, while maintaining a high-velocity remote selling motion that respects customer preferences and safety protocols.
- • Exceed quarterly and annual revenue targets (OTE $350K+) by combining disciplined pipeline generation, value-based negotiation, and relentless focus on customer success that leads to 130 %+ net revenue retention.
🎯 Requirements
- • 7+ years of quota-carrying Enterprise SaaS sales experience, with consistent track record of exceeding $1.5M+ annual quotas.
- • Demonstrated success selling complex cybersecurity or infrastructure software to Fortune 1000 buyers; familiarity with SaaS security, identity, or cloud-native solutions strongly preferred.
- • Expert command of MEDDPICC or similar value-selling methodology and ability to articulate ROI in financial and risk-mitigation terms.
- • Bachelor’s degree or equivalent professional experience; advanced coursework in Cybersecurity, Business, or Computer Science is a plus.
🏖️ Benefits
- • Competitive compensation package including equity, 401(k), and uncapped commission accelerators.
- • Comprehensive healthcare (medical, dental, vision) and 12 weeks of paid new-parent or family leave.
- • Flexible PTO, paid holidays, and annual $2,000 professional-development stipend for certifications, conferences, or coaching.
Skills & Technologies
About Obsidian Security, Inc.
Obsidian Security provides a complete SaaS security solution, offering tools for posture management, identity threat detection and response, and AI security. They help organizations secure SaaS applications and AI systems against risks like supply chain breaches, token theft, and data leakage, serving security teams in Fortune 1000 and G2000 companies. The platform gives visibility into areas such as third-party integrations and posture settings and is designed to protect data whether the risk comes from humans, connected apps, or AI agents. Obsidian boasts that customers have seen an 85% decrease in their SaaS attack surface.
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