Sr Channel Account Manager (EMEA) in London

Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce—and hundreds more. Backed by top investors such as Greylock, Norwest Venture Partners, and IVP, we have 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, we are transforming how SaaS is secured in the era of agentic AI. Today, Obsidian is trusted by global enterprises like Snowflake, T‐Mobile, and Pure Storage. We protect more than 200 organisations 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 are scaling quickly toward long‐term growth and IPO readiness. Join us as we define the future of SaaS security!

The Opportunity

We are looking for a Channel Partner Director 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 will 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 generation 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.

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.

Pay Transparency: 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 sales commission or incentive compensation based on the role or function within the company.

Base Salary Range: $177,000 USD - $205,000 USD

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.com. Information collected and processed as part of any job applications you choose to submit is subject to Obsidian's Applicant Privacy Policy.