Sr Channel Manager at Pre-IPO SaaS Security Firm | UK in Columbus
Career & Market Insight
This Senior Channel Account Manager role at Obsidian Security sits at an exciting intersection: a high-growth, pre-IPO cybersecurity company expanding its EMEA partner ecosystem. For experienced channel professionals, this is a significant career opportunity with both upside and accountability.
Compensation context: No salary is listed, but Senior Channel Account Managers in cybersecurity in the UK typically earn £80,000–£120,000 base, with OTE (on-target earnings) often 1.5–2x base via commissions. Obsidian's pre-IPO stage suggests equity could be meaningful — worth negotiating carefully.
Skills you'll develop:
- Building and scaling VAR partner programs from early stages — a highly transferable, in-demand skill in enterprise SaaS.
- EMEA go-to-market strategy, including cross-border partner dynamics across Europe and the Middle East.
- Executive-level relationship management with major security-focused distributors and resellers.
- Co-selling and demand generation in a complex, multi-stakeholder cybersecurity sale.
Green flags: Obsidian has Tier-1 backing (Greylock), a marquee customer list, and a credible founding team from CrowdStrike, Okta, and Carbon Black. The IPO trajectory signals a potential liquidity event for equity holders.
Watch points: The role requires building from scratch in EMEA — rewarding for a self-starter, but demanding. The ~25% travel expectation is real. No salary transparency may mean negotiation leverage matters. Startup pace is explicitly stated.
Overall, this is a strong move for a channel professional ready to step into a high-visibility, high-ownership role with potential long-term financial 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.
The Opportunity
We are looking for a Sr Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the EMEA region. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating performance of key VAR partners in a high-growth territory. You'll work closely with our sales, marketing, and partner teams to drive revenue through trusted channel relationships that align with Obsidian's go-to-market strategy.
This is a UK-based remote role with preference for candidates based in the Greater London region, supporting partners and regional field teams across this territory.
Key Responsibilities
Partner Strategy & Execution
- Own the development and execution of a targeted VAR strategy.
- Identify, recruit, and activate high-potential security-focused resellers across the territory.
- Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline and revenue contribution.
Partner Enablement & Growth
- Drive onboarding, sales enablement, and product training across regional VAR partners.
- Develop go-to-market campaigns, joint events, and demand gen programs.
- Support field sales in co-selling motions, lead sharing, and opportunity registration.
Relationship Management
- Serve as the primary point of contact for VARs—building strong executive and sales-level relationships.
- Conduct regular QBRs, pipeline reviews, and sales alignment sessions.
- Support partner success through consistent engagement, feedback loops, and performance incentives.
Cross-Functional Collaboration
- Partner with regional field teams to align on territory priorities, partner alignment, and deal execution.
- Collaborate with marketing on regional partner campaigns, event sponsorships, and content localization.
- Work with sales ops and finance on territory forecasting, tracking, and partner ROI analysis.
Who You Are
- 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.
- Proven track record building and managing successful regional VAR relationships both regionally and nationally.
- Strong understanding of reseller business models, sales cycles, and regional market dynamics.
- Excellent communicator and collaborator with experience working in matrixed, cross-functional teams.
- Self-starter who thrives in a fast-paced, startup environment and knows how to build from scratch.
- Ability to travel throughout the territory as needed (~25%).
Preferred Qualifications
- Experience working with security-focused VARs (e.g., GuidePoint, Optiv, Presidio, etc.).
- Familiarity with SaaS and security platforms like Microsoft 365, Salesforce, or identity providers.
- Experience launching or scaling partner programs at high-growth companies.
Frequently Asked Questions
Is this role fully remote or is office attendance required?
What level of experience is required for this position?
Is there an equity component or IPO opportunity at Obsidian Security?
Which EMEA markets will this role cover?
What types of VAR partners does Obsidian work with?
