Job Description

Company Overview

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, weve 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 were transforming how SaaS is securedin the era of agentic AI. Today, Obsidian is trusted by global enterprises like Snowflake, TMobile, and Pure Storage. We protect more than 200 organizations across America, Europe, the Middle East, Southeast Asia, Australia, and New Zealandincluding many of the worlds largest Fortune 1000 and Global 2000 companies.

Job Title

Director of Sales MidMarket

Job Details

• Seniority level: Director
• Employment type: Fulltime
• Job function: Sales and Business Development
• Industries: Computer and Network Security

Responsibilities

• Recruit, hire, and develop a team of highimpact MidMarket Account Executives.
• Foster a competitive, collaborative, and inclusive culture that emphasizes accountability, learning, and results.
• Provide ongoing coaching in deal strategy, discovery, and valuebased selling.
• Drive performance management through weekly oneonones, pipeline inspections, and quarterly business reviews.
• Ensure achievement of team ARR targets by managing pipeline generation, opportunity progression, and forecast accuracy.
• Lead structured pipeline and forecast reviews with the VP of Sales, MidMarket.
• Oversee effective use of territory planning, account mapping, and account reviews to maximize coverage and customer engagement.
• Act as an executive sponsor on strategic opportunities, supporting AEs in complex or competitive deals.
• Build strong executive relationships with customers, serving as an escalation point for the sales team.
• Partner with alliances and channel teams to expand reach and amplify customer value.
• Collaborate closely with Sales Engineering, Customer Success, Renewals, Marketing, Product, and Legal to deliver a seamless customer experience.
• Establish and track key sales metrics and KPIs to monitor performance and guide decisionmaking.
• Drive adoption of sales processes, playbooks, and tools to increase efficiency and consistency.
• Manage expenses and resource allocation to optimize return on investment.

Qualifications

• 5+ years of SaaS sales leadership experience, with at least 2 years in cybersecurity or an adjacent market.
• Proven success leading teams selling into the MidMarket (ACVs typically $50K$150K+).
• Demonstrated ability to hire, retain, and develop top sales talent.
• Strong grasp of sales fundamentals: territory planning, pipeline management, forecasting, and account strategy.
• Track record of building pipeline through activitydriven management and disciplined prospecting across the team.
• Consistent record of exceeding revenue targets through datadriven execution and coaching.
• Excellent communication and interpersonal skills, with ability to influence crossfunctionally and at customer executive levels.
• Growth mindset with a balance of strategic thinking and handson execution.

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

EEO Statement

At Obsidian, we are proud to be an equalopportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com. Information collected and processed as part of any job applications you choose to submit is subject to Obsidians Applicant Privacy Policy.

Base Salary Range

$154,000 USD $175,000 USD

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