The Director of Technical Account Management (TAM) is a true player–coach oriented senior leader who will build, lead, and directly contribute to a high-performing TAM organization serving Obsidian's largest customers. Reporting to the Head of Services and Delivery, this leader combines impeccable strategic account management discipline with practical, sleeves-rolled-up execution - developing the systems, processes, and talent that scale customer value while executing at key Marquee customers. Exposure to cybersecurity is important, and prior services delivery experience is a must
What you’ll doBuild and scale the TAM function (Coach)- Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks.
- Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables.
- Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering.
- Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays.
- Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators.
- Serve as executive-aligned TAM for a small portfolio (upto 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans.
- Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI).
- Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines.
- Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows.
- 10+ years in customer-facing post‑sales/services roles (TAM, Services Delivery/Consulting, Solutions Engineering/Architecture, Customer Success Architecture etc.), including at least 5+ years leading TAM/CS teams supporting large enterprises.
- Proven operator as a player–coach: you can personally lead top accounts while building people, process, and tooling for scale.
- Demonstrated strategic account management in complex environments: multi-stakeholder executive alignment, value roadmaps, QBR/EBR cadence, and commercial partnership.
- Enterprise credibility across security and IT: familiarity with identity (SSO/SAML/OAuth), logging/SIEM, incident response workflows, cybersecurity frameworks (such as NIST, CIS) and change management in regulated environments.
- Strong exec presence and communication—able to translate technical depth into business outcomes for CIO/CISO/CTO audiences.
- Data-driven mindset with command of health/risk models, cohort metrics, and leading indicators that predict retention and growth.
- Top-tier consulting experience delivering complex programs, PMO governance, and executive advisory.
- Cybersecurity exposure: experience partnering with security teams and fluency with common frameworks (e.g., NIST CSF/ISO 27001/SOC 2) and modern security tooling.
- SaaS platform background integrating with enterprise systems (ITSM, SIEM/SOAR, EDR, data lakes/warehouses) and operating within shared-responsibility models.
- Technical fluency: APIs/REST, eventing, data schemas, and practical troubleshooting to guide customers and unblock teams.
- Bachelor’s degree in a related field; advanced degree or relevant security certifications (e.g., CISSP, CISM, CCSP) are a plus.
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]
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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.
