---
title: 'Sr Channel Account Manager (EMEA) at Obsidian Security'
canonical: 'https://feeny.ai/job/sr-channel-account-manager-emea-obsidian-security-united-kingdom-9sx4zaa19ffk'
type: 'job'
last_seen: '2026-09-07'
---

# Sr Channel Account Manager (EMEA) at Obsidian Security

- **Company:** Obsidian Security
- **Location:** United Kingdom
- **Work type:** remote
- **Posted:** 2025-12-09
- **Last confirmed live:** 2026-09-07
- **Apply:** https://job-boards.greenhouse.io/obsidiansecurity/jobs/5022752008

## Job description

Obsidian Security is the leading SaaS security platform, trusted by global enterprises like Snowflake, T-Mobile, and Algolia. We protect 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.

Founded in 2017 and backed by top investors like Greylock, Obsidian was built to close a critical gap: securing SaaS apps where business happens—Microsoft 365, Salesforce, and hundreds more. The company does this by offering a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Obsidian was built by leaders who redefined endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, they’re transforming how SaaS is secured.

With AI driving rapid SaaS growth and complexity, agentic AI tools gain privileged access to sensitive data through integrations, creating new risks most security tools miss. Obsidian uniquely detects anomalous OAuth token activity and manages integration risks. Major announcements are on the horizon. Recognizing that SaaS security needs to evolve, Obsidian enables growing organizations to start with a lightweight, prevention-focused browser extension and expand coverage over time.

With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise ahead, Obsidian is scaling rapidly toward long-term growth and IPO readiness.

The Opportunity

We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the EMEA region. 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 UK based remote role with preference for candidates based in the Greater London region, supporting partners and regional field teams across this territory.

## 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

- 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.

Relationship Management

- 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.

Cross-Functional Collaboration

- 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.

## Who You Are

- 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.
- Proven track record building and managing successful regional VAR relationships both regionally and nationally.
- Strong understanding of reseller business models, sales cycles, and regional market dynamics.
- Excellent communicator and collaborator with experience working in matrixed, cross-functional teams.
- Self-starter who thrives in a fast-paced, startup environment and knows how to build from scratch.
- Ability to travel throughout the U.S. as needed (~25%).

## Preferred Qualifications

- Experience working with security-focused VARs (e.g., GuidePoint, Optiv, Presidio, etc.)
- Familiarity with SaaS and security platforms like Microsoft 365, Salesforce, or identity providers.
- Experience launching or scaling partner programs at high-growth companies

## About Obsidian Security

## Company Overview
- **One-liner**: Obsidian Security provides an end-to-end AI and SaaS security platform that gives enterprises continuous visibility, runtime guardrails, and audit-ready evidence across human, agentic, and non-human activity.
- **Entity Type**: Private (Series B)
- **Headquarters**: Palo Alto, California, USA
- **Founded**: 2017
- **Founders**: Glenn Chisholm (Co-Founder & CTO) and other co-founders including Brian Murphy (Co-Founder & Chief AI Officer)

## Core Business
- **Primary industry/industries**: Cybersecurity (SaaS Security Posture Management, AI Security Posture Management, Identity Threat Detection and Response)
- **Target customers**: B2B, Enterprise – Fortune 1000 and Global 2000 companies (e.g., Snowflake, T-Mobile, Pure Storage) across financial services, telecommunications, healthcare, manufacturing, hospitality, and entertainment.
- **Mission statement**: “Be the trust layer for enterprise AI adoption – enabling every organization to embrace the power of SaaS and AI without fear, confusion, or compromise.”

## Products & Services
- **SaaS Security Posture Management (SSPM)**: Unified visibility into misconfigurations, access drift, and compliance gaps across third-party enterprise applications (Salesforce, Workday, Microsoft 365, ServiceNow, etc.).
- **AI Security Posture Management (AISPM)**: Full visibility into every AI agent and GenAI application in the environment, including access, behavior, and data exposure.
- **Identity Threat Detection and Response (ITDR)**: Runtime detection of threats across humans, connected apps, and AI agents, with response capabilities to prevent incidents.
- **SaaS Supply Chain Resilience**: Reduces risky integrations, detects third-party threats early, and contains blast radius from vendor breaches.
- **Self-learning AI + Knowledge Graph**: Real-time, normalized mapping of every identity, access event, activity, and risk across the entire SaaS and AI estate.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (private)
- **Key Metric**: Total Funding – **$90M (Series B)** raised from top investors.
- **Notable Investors/Partners**:
  - Investors: Greylock Partners, Norwest Venture Partners, IVP, GV (Google Ventures), Menlo Ventures, SYN Ventures, Wing Venture Capital.
  - Board members include Venky Ganesan (Menlo Ventures), Asheem Chandna (Greylock), Gaurav Garg (Wing Venture Capital).
  - Ecosystem partners: SentinelOne, Databricks, Google Cloud.
- **Growth Signals**:
  - Protects more than **200 organizations** across North America, Europe, Middle East, Southeast Asia, Australia, and New Zealand.
  - Customer roster includes **2 of top 3 financial services firms**, **3 of top 5 telecom carriers**, **6 of top 10 hospitality/entertainment companies**, **7 of top 10 manufacturers**, **10 of top 12 healthcare providers**.
  - Expanded from SaaS security to AI security in 2025; strong global momentum and a new fundraise on the horizon.
  - Headcount likely growing (34 open positions as of search date).

## Competitive Advantages
- **Network Effects**: Every live customer threat and signal feeds a shared model, sharpening detections across all customers before they become incidents.
- **Knowledge Graph Technology**: Unified, normalized, real-time mapping of all identities, access events, and risks across the entire SaaS and AI estate – a data foundation competitors lack.
- **SaaS-native & AI-native**: Purpose-built for environments where data lives in third-party apps and AI agents, not behind a firewall.
- **Team Expertise**: Leadership team includes category-defining security veterans from CrowdStrike, Okta, Cylance, and Carbon Black.

## Strategic Focus
- **Scaling globally** with growing partner ecosystem and a major fundraise expected.
- **Deepening AI Security** as enterprises connect AI tools and agents to sensitive data.
- **Expanding coverage** across non-human identities (service accounts, API tokens, AI agents) which now outnumber human identities in enterprise application estates.
- **Continuing to build the "trust layer"** that enables safe AI adoption at scale.

## Why Work Here
- **Culture**: Described as a passionate team “optimizing for impact” by solving big cybersecurity challenges. Values include customer obsession, ownership, delivery excellence, and data ethics (the “Obsidian C.O.D.E.”).
- **Remote/Hybrid/Office**: Headquarters in Palo Alto, CA. Many roles appear location-specific (e.g., Principal Product Security Engineer, Staff Enterprise Security Engineer – Palo Alto). Expected hybrid/on-site presence.
- **Notable Benefits** (US employees):
  - Competitive compensation with equity and 401k.
  - Comprehensive healthcare (medical, dental, vision).
  - 12 weeks of new parent or family leave.
  - Flexible paid time off and paid holiday time off.
  - Personal and professional development resources.
- **Growth Opportunity**: Highly funded, fast-growing cybersecurity startup backed by top-tier VCs; opportunity to shape a new category (SaaS+AI security) while working with elite enterprise customers.

## Sources
1. [Obsidian Security – Company Website](https://www.obsidiansecurity.com/)
2. [Obsidian Security – Who We Are](https://www.obsidiansecurity.com/company)
3. [Obsidian Security – Careers](https://www.obsidiansecurity.com/careers)
4. [Obsidian Security – Job Board (Greenhouse)](https://job-boards.greenhouse.io/obsidiansecurity)
5. [Obsidian Security – LinkedIn](https://www.linkedin.com/company/obsidiansecurity)

## Other roles at Obsidian Security

- [Chief Information Security Officer (CISO)](https://feeny.ai/job/chief-information-security-officer-ciso-obsidian-security-palo-alto-57e8d19hwxmy) — Palo Alto, CA
- [Senior Threat Research Engineer – Taiwan](https://feeny.ai/job/senior-threat-research-engineer-taiwan-obsidian-security-taipei-zv5cvxn9ksb5) — Taipei, Taiwan
- [AI Security Engineer - Taiwan](https://feeny.ai/job/ai-security-engineer-taiwan-obsidian-security-taipei-wk0jm24v0d1p) — Taipei, Taiwan
- [Threat Intelligence Lead](https://feeny.ai/job/threat-intelligence-lead-obsidian-security-palo-alto-hahqcyafp45j) — Palo Alto, CA
- [Senior Customer Marketing Manager](https://feeny.ai/job/senior-customer-marketing-manager-obsidian-security-united-states-kh414n3n0qfr) — United States
- [Staff Software Engineer](https://feeny.ai/job/staff-software-engineer-obsidian-security-philadelphia-pennsylvania-6njd18yg6m4h) — Philadelphia Pennsylvania, United States
- [Staff IT Systems Engineer](https://feeny.ai/job/staff-it-systems-engineer-obsidian-security-palo-alto-tff4x32ksmcn) — Palo Alto, CA
- [Senior Support Engineer](https://feeny.ai/job/senior-support-engineer-obsidian-security-united-states-east-central-cs43h8m197jp) — United States (East/Central)
- [Head of GTM Enablement](https://feeny.ai/job/head-of-gtm-enablement-obsidian-security-united-states-x5r0qpswet4m) — United States
- [Software Engineer - AI Security Product](https://feeny.ai/job/software-engineer-ai-security-product-obsidian-security-palo-alto-zxs177dcy29z) — Palo Alto, CA