The Director of Technical Account Management (TAM) at Obsidian Security is a player-coach leader responsible for building, leading, and directly contributing to a high-performing TAM organization serving the company's largest customers. Reporting to the Head of Services and Delivery, this role blends strategic account oversight with hands-on execution to scale customer success and ensure long-term retention and expansion.
What You'll Do
- Define the TAM operating model for large enterprises: coverage strategy, segmentation, playbooks, meeting standards, renewal rhythm, and executive engagement frameworks.
- Hire, mentor, and develop a diverse team of Senior/Principal TAMs; set competency ladders, enablement paths, and a rigorous quality bar for customer deliverables.
- Stand up durable operating mechanisms: Customer outcomes tracking and delivery, EBR cadence, risk forecasting, and closed-loop feedback into Product and Engineering.
- Partner with Sales, Marketing, and Support leadership on joint account planning, commercial strategy, and proactive risk/expansion plays.
- Establish artifacts at scale: onboarding kits, EBR/QBR templates, architecture one-pagers, runbooks, and assist with ROI/Value realization calculators.
- Serve as executive-aligned TAM for a small portfolio (up to 3) of F500 accounts, driving adoption, value realization, and multi-year renewal/expansion plans.
- Orchestrate quarterly executive business reviews, success plans, and measurable outcomes mapped to customer initiatives (risk reduction, compliance milestones, detection/response for SaaS and AI).
- Lead critical moments: complex escalations, security incidents, and cross-vendor dependencies—mobilizing Support, Engineering and Product to resolution with clear comms and timelines.
- Demonstrate command of the platform in live environments: integrations, APIs, data flows, dashboards, and operational runbooks tied to customer workflows.
What We're Looking For
- 10+ years in customer-facing post-sales/services roles (TAM, Services Delivery/Consulting, Solutions Engineering/Architecture, Customer Success Architecture etc.), including at least 5+ years leading TAM/CS teams supporting large enterprises.
- Proven operator as a player–coach: you can personally lead top accounts while building people, process, and tooling for scale.
- Demonstrated strategic account management in complex environments: multi-stakeholder executive alignment, value roadmaps, QBR/EBR cadence, and commercial partnership.
- Enterprise credibility across security and IT: familiarity with identity (SSO/SAML/OAuth), logging/SIEM, incident response workflows, cybersecurity frameworks (such as NIST, CIS) and change management in regulated environments.
- Strong exec presence and communication—able to translate technical depth into business outcomes for CIO/CISO/CTO audiences.
- Data-driven mindset with command of health/risk models, cohort metrics, and leading indicators that predict retention and growth.
Nice to Have
- Top-tier consulting experience delivering complex programs, PMO governance, and executive advisory.
- Cybersecurity exposure: experience partnering with security teams and fluency with common frameworks (e.g., NIST CSF/ISO 27001/SOC 2) and modern security tooling.
- SaaS platform background integrating with enterprise systems (ITSM, SIEM/SOAR, EDR, data lakes/warehouses) and operating within shared-responsibility models.
- Technical fluency: APIs/REST, eventing, data schemas, and practical troubleshooting to guide customers and unblock teams.
- Bachelor’s degree in a related field; advanced degree or relevant security certifications (e.g., CISSP, CISM, CCSP) are a plus.
Technical Stack
- Microsoft 365, Salesforce, SaaS platforms, APIs/REST, eventing, data schemas, SIEM, SOAR, EDR, data lakes, data warehouses, ITSM, identity (SSO/SAML/OAuth), logging, incident response workflows, NIST, CIS, NIST CSF, ISO 27001, SOC 2
Team & Environment
- Lead a diverse team of Senior/Principal TAMs within a TAM organization serving the largest customers.
- Reports to the Head of Services and Delivery.
Benefits & Compensation
- Competitive compensation with equity and 401k
- 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
Compensation: $236,000 - $260,000 USD, equity awards, and potential eligibility for sales commission or incentive compensation.
Work Mode
- Location: East
Obsidian is proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. 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].
