Obsidian Security

• 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. • Drive partner sourced opportunities. • Drive onboarding, sales enablement, and product training across regional VAR partners. • Develop go-to-market campaigns, joint events, and demand gen programs. • Support field sales in co-selling motions, lead sharing, and opportunity registration. • Serve as the primary point of contact for VARs —building strong executive and sales-level relationships. • Conduct regular QBRs, pipeline reviews, and sales alignment sessions. • Support partner success through consistent engagement, feedback loops, and performance incentives. • Partner with regional field teams to align on territory priorities, partner alignment, and deal execution. • Collaborate with marketing on regional partner campaigns, event sponsorships, and content localization. • Work with sales ops and finance on territory forecasting, tracking, and partner ROI analysis.

• Build and maintain product features across backend services, APIs, data systems, and user-facing workflows • Work with product managers, designers, security researchers, and other engineers to ship useful, reliable software • Contribute to services that process SaaS activity, identity data, permissions, alerts, and security findings • Improve existing systems for performance, reliability, maintainability, and observability • Write clear, well-tested code and participate in code reviews and design discussions • Learn unfamiliar parts of the stack and help where the team needs you most • Use AI-powered development tools thoughtfully while reviewing and validating the output

• Own features and system improvements from problem definition through production • Design and build backend services, APIs, data processing workflows, integrations, and product-facing capabilities • Work with product managers, designers, security researchers, and engineers to turn customer needs into shipped software • Improve the performance, reliability, scalability, and observability of existing systems • Make practical technical decisions and explain the tradeoffs clearly • Help raise engineering standards through code reviews, design discussions, mentoring, and documentation • Debug production issues and help teams get to durable fixes, not just short-term patches • Use AI-powered tools effectively while maintaining high standards for correctness, security, and maintainability

• Drive measurable customer outcomes, platform adoption, and long-term value realization for Obsidian’s marquee enterprise customers and strategic partners across EMEA. • Own the technical success strategy for complex enterprise accounts, aligning Obsidian’s platform capabilities to customer security priorities, business objectives, and operational maturity goals. • Serve as a trusted technical advisor to senior customer stakeholders, including security leaders, IT executives, administrators, and executive sponsors. • Partner with customers to define success plans, maturity roadmaps, and optimization strategies that increase product value, operational efficiency, and retention. • Proactively identify opportunities to improve customer health, adoption, and expansion by analyzing usage patterns, business priorities, and evolving security needs. • Orchestrate cross-functional engagement with Product, Engineering, Customer Success, Support, and Sales to deliver high-impact outcomes for strategic accounts. Represent the customer perspective in product roadmap discussions by surfacing strategic feedback, market trends, and enterprise requirements from across EMEA. • Deliver executive-ready business reviews, account health insights, technical strategy sessions, and value realization narratives for key stakeholders. • Lead technical workshops, enablement programs, and advisory sessions that increase customer self-sufficiency, platform maturity, and stakeholder alignment. • Mentor and develop TAM team members by establishing best practices, sharing enterprise engagement patterns, and raising the technical bar across the region. • Contribute to the growth and scalability of Obsidian’s EMEA Services Delivery function by improving playbooks, processes, documentation, and regional operating models.

Role Description As the Sr Recruiter, you will steward the process of hiring for GTM client groups including Sales, Solution Engineering, Customer Success, and Marketing. The ideal candidate will be based on the West Coast in order to support hiring in US West and APAC. You will be responsible for the full recruitment lifecycle including: - Candidate generation and development - Client group partnership - Interview process management - Offer negotiations - Partnership with HR for onboarding The Sr. Recruiter must be skilled at navigating a fast-paced and sometimes ambiguous environment, partnering and influencing business leaders to make well-informed decisions. You will be expected to think broadly and critically, to implement strategies to engage, assess, and close top talent. Responsibilities - Manage full lifecycle recruiting for multiple client groups, potentially across different functional groups. - Serve as an advisor to internal stakeholders to deeply understand business strategies and talent needs for today and the future. - Build a trusted advisor relationship with hiring managers, coaching them on effective search strategies, compensation, interviewing, and long-term engagement of passive candidates. - Develop and execute end-to-end proactive sourcing strategies in multiple disciplines/domains; partner with external resources as needed. - Partner with Hiring Managers and Department heads on the offer terms; negotiate and close candidates. - Take part in TA team effort to build strong processes, programs, and systems to create and drive a best-in-class experience for candidates and hiring team. - Champion diversity, equity, and inclusion through every aspect of the hiring journey. - Growth mindset and an ability to adapt to changing dynamics as needed. Qualifications - 8+ years recruiting experience in technology companies, with the most recent 5 years spent recruiting for enterprise technology Sales and Solution Engineering. - Experience and strong candidate network in the cyber security space. - Prior experience in an agency or/and a startup environment is a strong plus. - Proven track record of hiring high caliber talent that is a strong fit for the organization. - Ability to build talent pipelines and develop long-term prospect relationship strategies. - Demonstrated experience and comfort partnering with and influencing leadership at all levels. - Comfortable owning full req load and working autonomously, while also collaborating on team/shared projects. - High business acumen & strong communication skills, written and verbal; ability to present data and its implications in a clear, concise manner. - Technologically astute; ability to leverage tools and technology to manage talent pipelines and ensure data hygiene. 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.

• Proactively, identify, qualify and close sales pipeline across your territory and accounts • Close business to meet and exceed monthly, quarterly and annual business targets • Demonstrate an extensive understanding of the Obsidian Security offering and our value to our customers • Align with our partners and alliances to optimize opportunities • Partner with internal resources across Sales Engineering, Customer Success and Customer Support • Demonstrate accurate pipeline forecasting and management • Actively participate in our sales enablement training

• Find, assess and present profiles for a variety of roles including Account Executives, Solutions Architects, Product Marketing • Engage with passive talent using sourcing tools and using strategic sourcing methodologies. • Use data to assess the market, talent map and build diverse pipelines. • Offer an extraordinary candidate experience to all potential candidates.

• 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 (up to 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.

• Prepare and deliver technical presentations explaining Obsidian solutions to prospective and existing customers. • Partner internally and externally to assess security needs and to determine requirements and alignment of Obsidian solutions to prospect pain points. • Conduct solution proof-of-value engagements to obtain technical wins. • Conduct field reconnaissance to provide feedback and insights to product management and engineering.

• Creates, implements, measures, and reviews a strategic or operational plan that drives achievement of business goals aligned to overall corporate strategy • Effectively utilizes activities such as territory planning, account plans/reviews, opportunity inspection, pipeline management, forecast calls • Coaches the sales team on how to position and articulate the value proposition • Identifies and pursues opportunities to expand business activities • Plans and manages expenses • Establishes working relationships with external parties which supports the achievement of business goals • Fosters teamwork and promotes cross-functional collaboration • Attracts, recruits, builds, and mentors the team to deliver business results; identifies, develops, and promotes high potential employees • Drives performance review and development planning process with annual and quarterly review meetings • Builds relationships with customers (internal or external) as necessary, providing customer escalation management for problem resolution • Provides support for customer relationship management • Drives initiatives which result in improvement in customer satisfaction • Establishes growth plans to execute for regional expansion • Provides leadership in collaborating with solutions engineering, alliances, customer success, renewals, product, legal, marketing, and engineering teams to create a seamless customer experience