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Director, Technical Account Management (East)

1 hour, 59 minutes ago
United States
Full-time
Lead
Technical Account Manager
Customer and Technical Support
Cybersecurity GCP OAuth REST API Salesforce SAML SIEM Snowflake
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Obsidian Security

Obsidian Security

Obsidian Security is a Southern California-based company at the forefront of cybersecurity, artificial intelligence, and hybrid cloud environments. They offer a comprehensive security solution for businesses, including advanced threat protection, insid...

Internet Software & Services
51-250
Founded 2017
$30M raised
View All Jobs 23

Description

  • Define the TAM operating model for large enterprise customers, including coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks.
  • Hire, mentor, and develop a team of Senior and Principal TAMs while establishing competency ladders, enablement paths, and quality standards.
  • Build durable operating mechanisms for customer outcomes tracking, executive business review cadence, risk forecasting, and feedback into Product and Engineering.
  • Partner with Sales, Marketing, and Support leadership on account planning, commercial strategy, and proactive risk and expansion opportunities.
  • Create scalable customer success artifacts such as onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and ROI/value realization calculators.
  • Serve as the TAM for up to three Fortune 500 accounts, driving adoption, value realization, and multi-year renewal and expansion plans.
  • Lead quarterly executive business reviews, success plans, and measurable outcomes tied to customer initiatives such as risk reduction, compliance, and detection/response.
  • Own complex escalations, security incidents, and cross-vendor dependencies by coordinating Support, Engineering, and Product to resolution.
  • Demonstrate deep platform knowledge in customer environments, including integrations, APIs, data flows, dashboards, and operational runbooks.

Requirements

  • 10+ years in customer-facing post-sales or services roles such as TAM, services delivery/consulting, solutions engineering/architecture, or customer success architecture.
  • At least 5+ years leading TAM or customer success teams supporting large enterprise customers.
  • Proven player-coach experience balancing direct ownership of top accounts with building people, process, and tooling at scale.
  • Experience with strategic account management in complex environments, including multi-stakeholder executive alignment, value roadmaps, QBR/EBR cadence, and commercial partnership.
  • Familiarity with enterprise security and IT topics such as SSO/SAML/OAuth, logging/SIEM, incident response workflows, cybersecurity frameworks like NIST and CIS, and change management in regulated environments.
  • Strong executive presence and communication skills for translating technical depth into business outcomes for CIO, CISO, and CTO audiences.
  • Data-driven mindset with experience using health/risk models, cohort metrics, and leading indicators to predict retention and growth.
  • Top-tier consulting experience delivering complex programs, PMO governance, and executive advisory is preferred.
  • Cybersecurity exposure and familiarity with frameworks such as NIST CSF, ISO 27001, and SOC 2, along with modern security tooling, is preferred.
  • Experience with SaaS platforms integrating into enterprise systems such as ITSM, SIEM/SOAR, EDR, and data lakes or warehouses is preferred.
  • Technical fluency with APIs/REST, eventing, data schemas, and practical troubleshooting is preferred.
  • Bachelor’s degree in a related field is preferred; an advanced degree or security certifications such as CISSP, CISM, or CCSP are a plus.

Benefits

  • Competitive compensation with equity and 401(k).
  • Comprehensive healthcare with dental and vision coverage.
  • Flexible paid time off plus paid holiday time off.
  • 12 weeks of new parent or family leave.
  • Personal and professional development resources.
  • Base salary range of $236,000 to $260,000 USD.
  • Eligible for equity awards and may be eligible for sales commission or incentive compensation.

Interested in this position?

Apply directly on the company website

Apply Now

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