About the Team:

SaaS Security & Agentic AI Security
High-Grit. High-Tenacity. Evangelist-Level Influence.

Obsidian Security is hiring a relentless, high-impact Strategic Account Executive to drive our most important SaaS Security and Agentic AI Security platform deals. This role requires a seller who thrives in ambiguity, outperforms under pressure, and can evangelize a vision of how customers secure their SaaS ecosystem and the emerging world of agentic AI.

You will own a small set of strategic accounts and take full responsibility for landing, expanding, and transforming them. You must be a challenger, a teacher, and a closer—capable of shaping executive thinking, navigating complex technical and political environments, and pushing large enterprises toward modern security models.

We want someone who will outwork, outlearn, and out-execute the field.

What You’ll Do:

Drive Relentless, High-Stakes Revenue Execution

• Own the most strategic accounts in the business and consistently outperform multi-million-dollar targets.
  
  
• Architect and close platform-scale SaaS Security and AI Security deals that reshape customer operating models.
  
  

Command the Pipeline

• Maintain absolute discipline in forecasting, qualification, and deal progression.
  
  
• Run high-pressure, multi-threaded cycles with speed, urgency, and total control.
  
  

Evangelize SaaS & Agentic AI Security

• Educate customers on SaaS privilege risk, app-layer compromise, identity weaknesses, and emerging AI agent threats.
  
  
• Champion Obsidian’s platform as the new control plane for SaaS and AI-driven enterprises.
  
  

Engage the C-Suite With Authority

• Drive executive conversations that challenge assumptions and shift strategy.
  
  
• Earn trusted-advisor status with CIOs, CISOs, CTOs, and Boards through credibility, preparation, and conviction.
  
  

Lead the Internal Charge

• Rally Product, Engineering, and senior leadership around the biggest deals.
  
  
• Remove roadblocks, accelerate timelines, and push internal alignment with urgency.
  
  

Communicate Like a True Evangelist

• Deliver crisp narratives that resonate at the executive level and generate momentum.
  
  
• Translate field insight into action for Product and leadership.
  
  

What You Bring:

• 10–15 years closing complex enterprise SaaS or cybersecurity platform deals, consistently beating quota.
  
  
• Proven grit: history of winning hard deals, recovering from setbacks, and outperforming in competitive markets.
  
  
• Deep SaaS Security knowledge (identity, integration risk, data exposure, app-layer threats).
  
  
• Demonstrated ability to influence C-suite security leadership and run executive sponsorship motions.
  
  
• Experience leading senior cross-functional teams through long, complex, high-stakes sales cycles.
  
  
• Exceptional executive storytelling, negotiation, and objection-handling prowess.
  
  
• Expertise in Salesforce, MEDDPICC, and enterprise SaaS sales systems.
  
  
• Bachelor’s degree required; advanced technical or business degree preferred.
  
  
• Ability to travel for high-value customer and executive engagements.