Enterprise Account Executive, Obsidian Security
TOLA
Offers equity
Security & compliance platform for SaaS
Job no longer available
Security & compliance platform for SaaS
101-200 employees
Job no longer available
Offers equity
101-200 employees
Company mission
To ensure that our customers can protect their SaaS applications, evolve their security programs, and keep their data safe.
Role
Who you are
- 5+ years of enterprise sales experience
- Working knowledge of sales concepts, methods and techniques
- Experience evangelizing new technology into F1000 accounts
- Able to maintain and manage existing client relationships and accounts
- Able to utilize existing client and/or C-Level relationships, as well as build new relationships across IT Security as well as other lines of business
- Self Starter that creates and maintains a sales pipeline by capturing accurate and complete information in selected CRM databases including activity, closing, project forecast, close ratios and market intelligence
- Strong ability to understand a customer's business issues and needs and be able to articulate and map back value to a solution
- Strong prospecting skills, deal qualification, and POV management skills, leading to acquisition of new business
- Team player with the ability to collaborate well with internal stakeholders or partners to drive opportunities to closure
- Need to maintain and keep up with market trends, competitor analysis, and market conditions which may impact customers
- Able to learn quickly and ramp to be able to effectively articulate and differentiate the value of our product to prospective clients
What the job involves
- We’re looking for a hardworking, focused and driven Enterprise Account Executive to channel energy, passion and initiative into new logo acquisition. You'll be responsible for developing and executing against a comprehensive account/territory plan whilst working collaboratively with our internal and external resources
- Proactively, identify, qualify and close sales pipeline across your territory and accounts
- Close business to meet and exceed monthly, quarterly and annual business targets
- Demonstrate an extensive understanding of the Obsidian Security offering and our value to our customers
- Align with our partners and alliances to optimize opportunities
- Partner with internal resources across Sales Engineering, Customer Success and Professional Services
- Demonstrate accurate pipeline forecasting and management
- Actively participate in our sales enablement training
Our take
Gartner estimates that 95% of cloud breaches occur due to human error, and an AI-driven solution can reduce the risk of exposure. Obsidian Security provides security monitoring for businesses to protect them from cyber-attacks and corporate espionage. They offer a suite of integrations for core SaaS platforms like Microsoft 365, Slack, Dropbox, Zoom, and Salesforce.
Companies are working hard to try and protect the sensitive data that they collect and use. Users of services expect their data to be safe, and breaches of any kind reflect poorly on a company's credibility. Obsidian claims to stop even the most advanced attacks and deploys its security teams to deal with security breaches, reducing the burden on internal tech teams to monitor a range of systems for suspicious activity.
Obsidian has a fleet of rivals, such as AppOmni, that focus on the security of SaaS platforms. With companies using more and more SaaS platforms at a time, however, the need to secure them is urgent, and the business opportunity should support competition. For the moment, Obsidian Security seems to be focussed on building out its suite of offerings to cover a wider range of applications, releasing more products to beef up SaaS security.
Steph
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Glassdoor (3.3)
Company
Funding (last 2 of 3 rounds)
Apr 2022
$90m
SERIES C
Feb 2019
$20m
SERIES B
Total funding: $119.5m
Company benefits
- Medical, dental, and vision coverage
- 401(k)
- Unlimited PTO
Company HQ
Newport Center, Newport Beach, CA
Leadership
Glenn Chisholm
(Chairman & CPO)Glenn started their career as a Research Associate at San Diego Supercomputer Center before spending almost 9 years at Cisco in Software Engineering and 4 at Telstra. They left their VP role at Cylance in February 2017 to co-found Obsidian Security.
Ben Johnson
(CTO)Having studied Computer Science at the University of Chicago, Ben spent 7 years as an Intrusion Engineer for the US Intelligence Community, before engineering roles at Chicago Trading Company and Kyrus Tech. They took a Master's in Entrepreneurship in Technology at Chicago before co-founding Obsidian Security on graduation in 2017.
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