Job FunctionsCreating and implementing strategic plansUtilizing activities such as territory planning, account plans/reviews, opportunity inspection, pipeline management, forecast callsCoaching the sales team on how to position and articulate the value propositionIdentifying and pursuing opportunities to expand business activitiesEstablishing working relationships with external parties which supports the achievement of business goalsFostering teamwork and promoting cross-functional collaborationAttracting, recruiting, building, and mentoring the team to deliver business results; identifying, developing, and promoting high potential employeesDriving performance review and development planning process with annual and quarterly review meetingsBuilding relationships with customers (internal or external) as necessary, providing customer escalation management for problem resolutionDriving initiatives which result in improvement in customer satisfactionEstablishing growth plans to execute for regional expansion
Job RequirementsCreates, implements, measures, and reviews a strategic or operational plan that drives achievement of business goals aligned to overall corporate strategyEffectively utilizes activities such as territory planning, account plans/reviews, opportunity inspection, pipeline management, forecast callsCoaches the sales team on how to position and articulate the value propositionIdentifies and pursues opportunities to expand business activitiesEstablishes working relationships with external parties which supports the achievement of business goalsFosters teamwork and promotes cross-functional collaborationAttracts, recruits, builds, and mentors the team to deliver business results; identifies, develops, and promotes high potential employeesDriving performance review and development planning process with annual and quarterly review meetingsBuilding relationships with customers (internal or external) as necessary, providing customer escalation management for problem resolutionDriving initiatives which result in improvement in customer satisfactionEstablishes growth plans to execute for regional expansion
SkillsPast Sales leadership in a SaaS cybersecurity companyResults-oriented with multiple years meeting or exceeding quotaAdept working in a fast-growing start up organizationGood interpersonal skills to align and foster positive working relationshipsGrowth mindset with the ability to map-out long-term vision and strategyBelieves in the importance of a positive can-do teaming cultureCustomer-focused, curious, operate with integrity, authentic, and leading by example with strategic opportunities
Obsidian Security was founded in 2017 to solve the unaddressed blindspot of SaaS Security. SaaS applications provide the tools employees need to succeed and hold the business’ most critical information. If those tools become unavailable or that data is jeopardized, there is a detrimental impact on the organization.
Obsidian proudly offers the industry's most comprehensive and powerful SaaS defense solution. We are committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible.We’re a passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today. We listen closely to our customers, iterate quickly, and (over) deliver to delight them. Working at Obsidian means contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.Vice President, Sales – Mid MarketWe’re looking for a Vice President to drive aggressive growth for Obsidian Security and take the business to the next level in the mid market.This is a strategic role as we accelerate growth at this crucial stage in our company’s development.
This individual will be tasked with influencing and developing an energized, competitive, diverse, and high impact sales team that is characterized by its ability to create value for our customer base. You will be building a high-performance sales team that drives a positive team culture.Reporting to the Chief Revenue Officer, you will act as a role model to drive the team in building extraordinary customer relationships and success. Leading with a strong teamwork-centric approach, this individual will leverage all Obsidian’s functions and a customer and partner network.In order to acquire, develop and retain customer relationships and create a winning business, the VP will be able to create and maintain a high-performance culture, utilizing a data driven approach, and lead with transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, curious, operate with integrity, authentic, and leading by example with strategic opportunities.
Responsibilities:
- 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 sales engineering, alliances, customer success, renewals, product, legal, marketing, and engineering teams to create a seamless customer experience
Required Skills:
- Past Sales leadership in a SaaS cybersecurity company
- Previous experience developing a successful sales function
- Results-oriented with multiple years meeting or exceeding quota
- Adept working in a fast-growing start up organization
- Good interpersonal skills to align and foster positive working relationships
- Growth mindset with the ability to map-out long-term vision and strategy
- Believes in the importance of a positive can-do teaming culture
- Has an established partner network
Pay Transparancy
Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for incentive compensation based on factors such as experience, skills, and location.At Obsidian, we are proud to be an equal-opportunity 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.comInformation collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.Base Salary Range$170,000 - $215,000USD
Employee Benefits:
Our competitive benefits packages are designed to support our employees' well-being, both at work and at home. Our US based employees enjoy:
- 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
For more details on our US benefits, or for information on our international benefits, please see here.
Life at Obsidian Security
Led by former founding team members of Cylance and Carbon Black, Obsidian Security is a Southern California technology company living at the intersection of cybersecurity, artificial intelligence, and hybrid-cloud environments. Backed by Greylock Partners, Obsidian Security is based in Newport Beach, CA.
Thrive Here & What We ValueInnovative startup working on data products that solve hard problems | Key member of engineering and data teams, working alongside people with vast experience in both industry and academia | Tackling critical data analytics powering the product | Comprehensive healthcare with dental and vision coverage | Flexible paid time off and paid holiday time off | Personal and professional development resources</s> | Customer satisfaction, privacy, and data ethics are paramount | Passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today | Listen closely to customers, iterate quickly, and over-deliver to delight them</s> | Equal-opportunity employer | Value diversity and hire for talent, passion, and compassion | Committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible.</s> | Listen closely to customers, iterate quickly, and (over) deliver to delight them | Equal-opportunity employer that values diversity and hires for talent, passion, and compassion</s> | 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 Obsidian’s Applicant Privacy Policy.</s> | Commitment to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible | Equal-opportunity employer that values diversity and hires for talent, passion, and compassion.</s> | One Obsidian, One Score | Do Great Things Together | Everyone is a Pioneer</s> | 1. Customer Satisfaction, Privacy, and Data Ethics are Paramount | 2. Passionate Team Optimizing for Impact by Solving Some of the Biggest Challenges in Cybersecurity Today | 3. Listen Closely to Customers, Iterate Quickly, and OverDeliver to Delight Them | 4. Collaborative CrossFunctional Work Environment | 5. Personal and Professional Development Resources</s> | High probability of career advancement opportunities as we grow to help more customers address these emerging risks while saving time and resources in the process.</s> | Commitment to solving the challenge of SaaS Security for customers as efficiently and effectively as possible | Value for talent, passion, and compassion | Commitment to solving the challenge of SaaS Security for customers as efficiently and effectively as possible.</s> | 1. Vibrant and Passionate Ethos | 2. Dedicated to Empowering Clients and Ensuring Their Success in the EverEvolving World of Cybersecurity | 3. Collaboration Across Departments | 4. Values Growth, CustomerCentricity, and Innovation | 5. Prioritizes Customer Satisfaction, Privacy, and Data Ethics</s> | Listen closely to our customers, iterate quickly, and (over) deliver to delight them | Customer satisfaction, privacy, and data ethics are paramount.</s> | Industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.</s> | If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com</s> | Committed to solving the challenge of SaaS Security for customers as efficiently and effectively as possible.</s> | Listen closely to our customers, iterate quickly, and (over) deliver to delight them.</s> | 1. Customer Satisfaction is Paramount | 2. Data Ethics are Important | 3. Passionate Team Players | 4. Collaborative Environment | Commitment to solving the challenge of SaaS Security for customers efficiently and effectively | One Obsidian, One Score: we work together as a team towards common goals | Everyone is a Pioneer: we encourage innovation and creativity | Pay Transparency: our base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate.</s> | Listening closely to customers, iterating quickly, and delivering to delight them | Contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount</s> | 4. Collaborative Environment with Diverse Teams | 5. Business Acumen to Understand Partner Needs and Align them with Customer Requirements</s> | Customer satisfaction, privacy, and data ethics are paramount at Obsidian Security | Listen closely to customers, iterate quickly, and over-deliver to delight them.</s> | 2. IndustryLeading Cybersecurity Product | 3. Passionate Team Optimizing for Impact by Solving Some of the Biggest Challenges in Cybersecurity Today | 4. Listen Closely to Customers, Iterate Quickly, and OverDeliver to Delight Them | 5. Committed to Solving the Challenge of SaaS Security for Customers as Efficiently and Effectively as Possible</s> | Optimizes for impact by solving some of the biggest challenges in cybersecurity today | Values talent, passion, and compassion above all else</s> | Equal-opportunity employer who values diversity and hires for talent, passion, and compassion | 12 weeks of new parent or family leave | Obsidian Security is committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible. | We listen closely to our customers, iterate quickly, and (over) deliver to delight them. | Working at Obsidian means contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.</s> | 1. Passionate Team Optimizing for Impact | 2. Customer Satisfaction, Privacy, and Data Ethics are Paramount | 3. IndustryLeading Cybersecurity Product | 4. Comprehensive and Powerful SaaS Defense Solution | 5. EqualOpportunity Employer</s> | Collaborating with Sales Engineering, Alliances, Customer Success, Renewals, Product, Legal, Marketing, and Engineering Teams to Create a Seamless Customer Experience</s> | 2. Privacy | 3. Data Ethics | 4. Passionate Team | 5. Continuous Improvement</s> | 4. Equalopportunity employer that values diversity and hires for talent, passion, and compassion.</s> | Emphasis on customer satisfaction, privacy, and data ethics | Focus on delivering results and driving adoption throughout the customer lifecycle | Collaborative environment with sales, marketing, and product teams | Personal and professional development resources available to employees</s> | 2. Privacy and data ethics are important values | 3. Passionate team that optimizes for impact | 4. Continuous learning and improvement mindset | 1. Customer satisfaction, privacy, and data ethics are paramount. | 2. Passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today. | 3. Listen closely to customers, iterate quickly, and overdeliver to delight them.</s> | Value diversity and freethinkers | In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.</s> | Opportunities for professional development and growth with access to the latest tools and technologies</s> | 3. Data Ethics</s> | Dedicated to staying informed of competitor products and industry trends | Emphasizes data ethics and privacy</s> | 4. Personal and Professional Development Resources | 5. Competitive Benefits Packages</s> | 1. Innovative Startup Environment | 2. Customer Satisfaction Focus | 3. Personal and Professional Development Resources | 4. Competitive Compensation Package | 5. Comprehensive Healthcare Benefits</s> | 1. Passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today. | 2. Listen closely to customers, iterate quickly, and (over) deliver to delight them. | 3. Customer satisfaction, privacy, and data ethics are paramount.</s> | 3. Listen closely to customers, iterate quickly, and (over) deliver to delight them.</s> | 4. FastPaced Environment with a Collaborative Mindset | 5. Competitive Benefits Packages Designed to Support Employees' Wellbeing</s> | 3. Listen closely to our customers, iterate quickly, and (over) deliver to delight them.</s> | 1. Customercentric approach | 2. Passionate team that values impact | 3. Commitment to solving big challenges in cybersecurity | 4. Emphasis on privacy, data ethics, and customer satisfaction | 5. Encourages continuous learning and professional development | 6. Competitive compensation with equity and 401k | 7. Comprehensive healthcare with dental and vision coverage | 8. Flexible paid time off and paid holiday time off | 9. Personal and professional development resources | 10. Emphasis on worklife balance</s> | 3. One Obsidian, One Score we work together to achieve our goals. | 4. Do Great Things Together collaboration is key to success at Obsidian.</s> | 4. Employee Benefits package designed to support employees' wellbeing, both at work and at home. | 5. Competitive compensation with equity and 401k. | 6. Comprehensive healthcare with dental and vision coverage. | 7. Flexible paid time off and paid holiday time off. | 8. Personal and professional development resources.</s> | 4. Passionate Team Player | 5. One Obsidian, One Score</s> | 1. IndustryLeading Cybersecurity Product | 4. Rapid Growth and Career Advancement Opportunities | 5. High Probability of Career Advancement Opportunities as We Grow to Help More Customers</s> | 2. Listen closely to customers, iterate quickly, and overdeliver to delight them. | 4. Industryleading cybersecurity product. | 5. Employee wellbeing is a priority.</s> | Obsidian Security 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 Zealand—including 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.</s> | 2. Collaborative Work Environment | 4. Competitive Compensation Package</s> | 1. Competitive Compensation with Equity and 401k | 2. Comprehensive Healthcare with Dental and Vision Coverage | 3. Flexible Paid Time Off and Paid Holiday Time Off
