Enterprise AE at Obsidian Security - Pre-IPO Growth in Columbus
Career & Market Insight
This Enterprise Account Executive role at Obsidian Security offers strong career fundamentals for anyone looking to grow in cybersecurity SaaS sales — one of the most durable and high-growth verticals in enterprise software. At £110k–£155k base (plus commission and equity), the compensation is competitive for London-based senior enterprise AEs, though it sits at the lower end of what top-tier US cybersecurity companies pay equivalent roles in New York or San Francisco.
Green flags worth noting:
- Pre-IPO company with named investors (Greylock) and a major fundraise signalled — equity could be meaningful.
- Partner ecosystem includes SentinelOne, Google Cloud, and Databricks — exposure to high-profile co-selling motions that are resume-building.
- SaaS security and AI-driven threat detection are among the fastest-growing niches in cybersecurity, making the skills developed here highly transferable.
- 100% remote policy supports work-life balance, though client-facing sales inherently requires synchronous availability.
Things to probe in interviews:
- What is the on-target earnings (OTE) structure — commission plan, accelerators, and quota levels?
- How mature is the UK/EMEA sales motion? New logo acquisition in an early territory can be high-reward but also high-risk.
- What does the post-IPO equity vesting timeline look like given the company's stage?
Overall, this is a strong opportunity for an experienced enterprise AE who wants to ride a high-growth cybersecurity wave with real equity upside.
Obsidian Security is the leading SaaS security platform, trusted by global enterprises like Snowflake, T-Mobile, and Algolia. We protect 200+ organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand, including many of the world's largest Fortune 1000 and Global 2000 companies.
Founded in 2017 and backed by top investors like Greylock, Obsidian was built to close a critical gap: securing SaaS apps where business happens—Microsoft 365, Salesforce, and hundreds more. The company offers a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Obsidian was built by leaders who redefined endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, they're transforming how SaaS is secured.
With AI driving rapid SaaS growth and complexity, agentic AI tools gain privileged access to sensitive data through integrations, creating new risks most security tools miss. Obsidian uniquely detects anomalous OAuth token activity and manages integration risks. Recognizing that SaaS security needs to evolve, Obsidian enables growing organizations to start with a lightweight, prevention-focused browser extension and expand coverage over time.
With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise ahead, Obsidian is scaling rapidly toward long-term growth and IPO readiness.
About the Team:
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. This is a 100% remote role with preference for candidates located in the Greater London Metro.
About the Role:
- 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
About You:
- 5+ years of enterprise sales experience
- Working knowledge of sales concepts, methods, and techniques
- Experience evangelizing new technology into large enterprise 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 and other lines of business
- Self-starter who 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 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
- Keeps up with market trends, competitor analysis, and market conditions which may impact customers
- Able to learn quickly and ramp to effectively articulate and differentiate the value of our product to prospective clients
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 401(k)
- 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 Transparency
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.
Base Salary Range: £110,000—£155,000 GBP
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.
Frequently Asked Questions
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