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Comprehensive Security for Your SaaS Applications
Director, Technical Account Management – East
Location
United States
Posted
141 days ago
Salary
$236K - $260K / year
Seniority
Lead
Job Description
Director, Technical Account Management – East
Obsidian Security
• 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.
Job Requirements
- 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.
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
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