Note: The job is a remote job and is open to candidates in USA. Obsidian Security is a company focused on securing SaaS applications for modern businesses. They are seeking a Director of Technical Account Management who will build and lead a high-performing team, manage strategic accounts, and drive customer success while ensuring effective execution and risk management.
Responsibilities
- Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks
- Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables
- Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering
- Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays
- Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators
- Serve as executive-aligned TAM for a small portfolio (upto 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans
- Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI)
- Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines
- Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows
Skills
- 10+ years in customer-facing post‑sales/services roles (TAM, Services Delivery/Consulting, Solutions Engineering/Architecture, Customer Success Architecture etc.), including at least 5+ years leading TAM/CS teams supporting large enterprises
- Proven operator as a player–coach: you can personally lead top accounts while building people, process, and tooling for scale
- Demonstrated strategic account management in complex environments: multi-stakeholder executive alignment, value roadmaps, QBR/EBR cadence, and commercial partnership
- Enterprise credibility across security and IT: familiarity with identity (SSO/SAML/OAuth), logging/SIEM, incident response workflows, cybersecurity frameworks (such as NIST, CIS) and change management in regulated environments
- Strong exec presence and communication—able to translate technical depth into business outcomes for CIO/CISO/CTO audiences
- Data-driven mindset with command of health/risk models, cohort metrics, and leading indicators that predict retention and growth
- Top-tier consulting experience delivering complex programs, PMO governance, and executive advisory
- Cybersecurity exposure: experience partnering with security teams and fluency with common frameworks (e.g., NIST CSF/ISO 27001/SOC 2) and modern security tooling
- SaaS platform background integrating with enterprise systems (ITSM, SIEM/SOAR, EDR, data lakes/warehouses) and operating within shared-responsibility models
- Technical fluency: APIs/REST, eventing, data schemas, and practical troubleshooting to guide customers and unblock teams
- Bachelor's degree in a related field; advanced degree or relevant security certifications (e.g., CISSP, CISM, CCSP) are a plus
Benefits
- Competitive compensation with equity and 401k
- 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
- 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
Company Overview
Obsidian Security is a threat detection and posture management for business-critical saas applications. It was founded in 2017, and is headquartered in Newport Beach, California, USA, with a workforce of 51-200 employees. Its website is https://www.obsidiansecurity.com.Company H1B Sponsorship
Obsidian Security has a track record of offering H1B sponsorships, with 5 in 2025, 5 in 2024, 1 in 2023, 4 in 2022, 3 in 2021, 2 in 2020. Please note that this does not guarantee sponsorship for this specific role.