Sr Channel Manager at Pre-IPO SaaS Security Startup in Columbus
Career & Market Insight
This is a senior individual contributor role at a cybersecurity startup that is pre-IPO and in a high-growth phase — a compelling inflection point for a channel sales professional looking to have visible impact and potential equity upside.
Compensation: The $164K–$180K base is competitive for a Sr. Channel Account Manager in enterprise cybersecurity, though top performers at comparable companies (Palo Alto Networks, CrowdStrike) can earn $180K–$220K base at this seniority. The role includes equity and commission eligibility, which meaningfully improves total comp — especially with an IPO potentially on the horizon.
Career development signals:
- Deep exposure to the fast-growing SaaS security and AI security market — skills that are highly transferable and in increasing demand.
- Building a VAR program from scratch at a startup develops strategic and operational muscle rarely available at large enterprises.
- Partner relationships with GPS, Trace3, GuidePoint, and Optiv are marquee names that carry weight on a resume in the channel ecosystem.
Green flags: Pre-IPO equity, strong investor backing (Greylock), and a differentiated product in a market gap (SaaS security). The cross-functional scope — sales, marketing, finance, ops — provides broad visibility.
Caution flags: "Build from scratch" and "startup environment" signal that structure and support may be limited. The ~25% travel requirement adds schedule demands. This role suits someone who is self-directed and comfortable with ambiguity, not those seeking established playbooks.
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.
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. The company's growing partner ecosystem includes SentinelOne, Databricks, and Google Cloud, and Obsidian is scaling rapidly toward long-term growth and IPO readiness.
The Role
We are looking for a Sr. Channel Account Manager to lead and expand our Value-Added Reseller (VAR) channel strategy across the East region of the U.S. 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 U.S.-based remote role with preference for candidates based in the Northeast 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.
- Drive partner-sourced opportunities.
Partner Enablement & Growth
- Drive onboarding, sales enablement, and product training across regional VAR partners.
- Develop go-to-market campaigns, joint events, and demand generation 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 relationships with key partners: GPS and Trace3 specifically.
- 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 U.S. 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.
Employee Benefits
Our competitive benefits packages are designed to support our employees' well-being, both at work and at home. Our U.S.-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: $164,000–$180,000 USD
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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