This is a pivotal role as we scale. The Director will build and coach a high-performing team, instill operational rigor, and serve as a key partner in shaping and executing our go-to-market strategy for the Mid-Market business.
Team Leadership & Development
- Recruit, hire, and develop a team of high-impact Mid-Market Account Executives.
- Foster a competitive, collaborative, and inclusive culture that emphasizes accountability, learning, and results.
- Provide ongoing coaching in deal strategy, discovery, and value-based selling.
- Drive performance management through weekly one-on-ones, 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, Mid-Market.
- 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 decision-making.
- Drive adoption of sales processes, playbooks, and tools to increase efficiency and consistency.
- Manage expenses and resource allocation to optimize return on investment.
- 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 Mid-Market (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 activity-driven management and disciplined prospecting across the team.
- Consistent record of exceeding revenue targets through data-driven execution and coaching.
- Excellent communication and interpersonal skills, with ability to influence cross-functionally and at customer executive levels.
- Growth mindset with a balance of strategic thinking and hands-on execution.
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 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 sales commission or incentive compensation based on the role or function within the company.
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 [email protected]
Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.
Top Skills
What We Do
Protect your business-critical applications by mitigating threats and reducing risk with Obsidian, the first truly comprehensive security solution for SaaS. The company is backed by Greylock Partners, Wing, GV and Norwest Venture Partners.
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