Channel Account Director

Channel Account Director

Founded in 2017, Obsidian Security was created to close a critical gap : securing the SaaS applications where modern business happensplatforms 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 securedin 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 Zealandincluding 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 Role

We are looking for a Channel Account Director to lead and expand our Value-Added Reseller (VAR) channel strategy across the western region of the U.S. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high-growth territory. You'll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian's go-to-market strategy.

This is a U.S. based remote role, supporting partners and regional field teams across the western U.S. region.

Key Responsibilities

Partner Strategy & Execution

• Own the development and execution of a targeted VAR strategy.
• Identify, recruit, and activate high-potential security-focused resellers across the territory.
• Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline and revenue contribution.

Partner Enablement & Growth

Relationship Management

Cross-Functional Collaboration

Who You Are

Preferred Qualifications

Base Salary Range

$136,000 - $226,000 USD