We’re hiring a strategic and proactive Lead Technical Account Manager (TAM) to join our Services Delivery team in EMEA. In this role, you’ll serve as a trusted technical advisor, helping customers achieve success with the Obsidian platform while driving best practices, mentoring team members, and influencing product direction through customer feedback.
Ideal candidates bring strong cybersecurity and enterprise SaaS experience, a customer-first mindset, and the ability to thrive in a fast-growing SaaS security startup. This is a fully remote role based in EMEA, with occasional regional travel.
About the Role:- Drive measurable customer outcomes, platform adoption, and long-term value realization for Obsidian’s marquee enterprise customers and strategic partners across EMEA.
- Own the technical success strategy for complex enterprise accounts, aligning Obsidian’s platform capabilities to customer security priorities, business objectives, and operational maturity goals.
- Serve as a trusted technical advisor to senior customer stakeholders, including security leaders, IT executives, administrators, and executive sponsors.
- Partner with customers to define success plans, maturity roadmaps, and optimization strategies that increase product value, operational efficiency, and retention.
- Proactively identify opportunities to improve customer health, adoption, and expansion by analyzing usage patterns, business priorities, and evolving security needs.
- Orchestrate cross-functional engagement with Product, Engineering, Customer Success, Support, and Sales to deliver high-impact outcomes for strategic accounts. Represent the customer perspective in product roadmap discussions by surfacing strategic feedback, market trends, and enterprise requirements from across EMEA.
- Deliver executive-ready business reviews, account health insights, technical strategy sessions, and value realization narratives for key stakeholders.
- Lead technical workshops, enablement programs, and advisory sessions that increase customer self-sufficiency, platform maturity, and stakeholder alignment.
- Mentor and develop TAM team members by establishing best practices, sharing enterprise engagement patterns, and raising the technical bar across the region.
- Contribute to the growth and scalability of Obsidian’s EMEA Services Delivery function by improving playbooks, processes, documentation, and regional operating models.
- Strong combination of technical expertise, customer engagement skills, and leadership capabilities.
- Strong combination of technical depth, customer engagement, and leadership experience, with the ability to drive measurable outcomes for strategic enterprise customers.
- Proven experience in Technical Account Management, Customer Success, Solutions Engineering, Professional Services, or a similar customer-facing technical role supporting enterprise accounts.
- Deep understanding of cybersecurity, cloud, SaaS, and identity security concepts, including authentication, APIs, integrations, threat detection, and enterprise security workflows.
- Hands-on familiarity with platforms such as Google Workspace, Microsoft 365, Okta, Salesforce, ServiceNow and related SaaS or identity ecosystems.
- Working knowledge of security solution categories such as SIEM, IAM/IGA, identity security, CASB, SSPM, Threat Detection, AI security or related technologies.
- Ability to interpret customer environments, usage data, logs, alerts, and workflows to identify opportunities for better technical and business outcomes.
- Experience mentoring peers, leading technical initiatives, or creating scalable best practices for customer-facing technical teams.
- Comfortable working in a fast-paced startup environment with globally distributed teams; willing to travel occasionally within EMEA and internationally, up to 20%.
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.
Skills Required
- Proven experience in Technical Account Management or similar role supporting enterprise accounts
- Strong understanding of cybersecurity, cloud, SaaS, and identity security concepts
- Experience mentoring peers or leading technical initiatives
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.
