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Director of Value & Risk Strategy

US Remote

Obsidian Security was founded in 2017 to solve the unaddressed blindspot of SaaS Security. SaaS applications provide the tools employees need to succeed and hold the business’ most critical information. If those tools become unavailable or that data is jeopardized, there is a detrimental impact on the organization. 

Obsidian proudly offers the industry's most comprehensive and powerful SaaS defense solution. We are committed to solving the challenge of SaaS Security for our customers as efficiently and effectively as possible.

We’re a passionate team optimizing for impact by solving some of the biggest challenges in cybersecurity today. We listen closely to our customers, iterate quickly, and (over) deliver to delight them. Working at Obsidian means contributing to an industry-leading cybersecurity product in an environment where customer satisfaction, privacy, and data ethics are paramount.

About the Team:

Product Marketing joins forces with Value Engineering forming a high-impact team in the marketing organization. This growing team focuses on differentiated, simplified messaging and engagements that simplify the complexities of SaaS security. Concise and accurate value articulation shrinks decision time and improves buyer confidence.

About the Role: 

This leader is responsible for scaling the established value creation and realization capabilities through field-facing teams. They will design and execute on a plan to support teams for both self-service and will run high-touch, strategic, workshops directly with strategic customers. The individual will communicate and drive consistent experience focused on value throughout the entire customer lifecycle. 

Key Responsibilities

  • Pre-Sales Value Creation: Collaborate with sales leadership and sales teams to craft tailored point of views, articulating value and strategic advantages 
  • Post-Sales Value Realization: Partner with customer success and technical account management to ensure customers realize the full value of our platform, driving adoption and retention through impactful business outcomes.
  • Enablement & Strategy Development: Partner with enablement to develop strategies, frameworks, and training programs that enable field-facing teams
  • Market Insight & Thought Leadership: Keep a pulse on market trends, competitor strategies, and customer needs to continually refine Obsidian's value proposition, ensuring we remain ahead of the competition.
  • Cross-Functional Collaboration: Work closely with sales, marketing, and product teams to align on business goals, customer expectations, and value communication.
  • Business Metrics & KPIs: Define and track key performance indicators (KPIs) to measure the effectiveness of business value initiatives, ensuring alignment with customer outcomes and company goals.

Qualifications

  • Experience: 7+ years of experience in a business value or related strategic role, such as corporate development, consulting, or high finance
  • Customer Engagement: Proven track record of engaging with high-stakes, executive-level customers and driving measurable business outcomes through strategic partnerships.
  • Selling & Delivering Outcomes: Demonstrated success in selling complex solutions and delivering tangible business results for clients in SaaS or cybersecurity.
  • Leadership & Influence: Strong leadership skills with the ability to inspire and enable large, cross-functional teams to successfully engage in value-driven conversations.
  • Strategic Thinking: Ability to think strategically and develop frameworks, tools, and methodologies to convey business value effectively to diverse stakeholders.
  • Analytical Mindset: Strong analytical skills with the ability to develop data-driven insights and reports that measure and demonstrate the value Obsidian Security provides.
  • Communication Skills: Excellent verbal and written communication skills, with the ability to convey complex concepts in a clear and compelling manner.

Pay Transparancy

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 incentive compensation based on factors such as experience, skills, and location.

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 accommodations@obsidiansecurity.com

Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.

Base Salary Range

$165,000 - $232,000 USD

Employee Benefits:

Our competitive benefits packages are designed to support our employees' well-being, both at work and at home.

  • 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

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