Senior Channel Account Manager, EMEA (UK-based)

LinkedIn; United Kingdom; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Equity

401k

Healthcare

Flexible PTO

Paid holidays

New parent/family leave

Development resources

Job summary

Obsidian Security is seeking a Head of Channel to lead and build our channel strategy across the UK and wider EMEA. This high-impact, field-facing role will recruit, enable, and accelerate the performance of VARs, distributors, and MSSP/MDR partners in a fast-growing region.

The UK-based role is remote with regular travel and London office/partner days, with potential expansion into Northern and Southern Europe as the region grows.

Qualifications

• 8+ years of experience in channel sales or partner management in the cybersecurity or enterprise SaaS space.
• Proven track record building and managing VAR and distributor relationships in the UK and across EMEA.
• Strong understanding of reseller and distribution business models, sales cycles, and UK/EMEA market dynamics.
• Excellent communicator and collaborator with experience working in matrixed, cross-functional, and cross-time-zone teams.
• Self-starter who thrives in a fast-paced startup environment and knows how to build from scratch.
• Ability to travel throughout the UK and Europe as needed (~30%).
• Right to work in the UK.

Responsibilities

• Own the development and execution of a targeted EMEA channel strategy, with an initial focus on the UK & Ireland.
• Identify, recruit, and activate high-potential security-focused resellers, distributors, and service providers across the region.
• Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline, partner-influenced revenue, and deal registration.
• Define and manage the distribution and tiered-partner model (VAR, distributor, MSSP/MDR), including partner agreements, margin structure, and rebates.

Skills

Channel sales

Partner management

Cybersecurity

Enterprise SaaS

Job description

Obsidian Security is a global leader in cyber security protecting the SaaS and non-human identity layer modern enterprises run on — from Salesforce and Snowflake to the AI agents now deployed inside them. The Obsidian Security platform gives unified visibility into every human and machine identity, app, and integration across their SaaS estate, detects identity-based and supply chain attacks in real time, and enforces least-privilege access before it's exploited. Trusted by major Fortune 500 companies T-Mobile, Workday, Snowflake, and S&P Global, Obsidian ranked No. 95 on the 2025 Deloitte Technology Fast 500™, growing nearly 1000% from 2021–2024 — helping CISOs turn an unmonitored attack surface into one they can govern with confidence. Obsidian has also been recognized by Forbes as America's Best Startup Employers in 2026.

In August 2026, Obsidian raised $85 million in Series D financing led by Crescent Cove Advisors, with participation from existing investors including Greylock Partners, Menlo Ventures, Norwest Venture Partners, IVP, Wing Ventures, and GV — pushing Obsidian's valuation to $1.1 billion, crossing into unicorn status. Obsidian is using the funding to deepen its R&D in agentic AI security and extend its platform as the standard for governing what AI agents can access and do inside third-party applications.

With global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and fresh capital from its Series D behind it, Obsidian is scaling rapidly toward long-term growth and IPO readiness.

The Role

We are looking for a Head of Channel to lead and build our channel strategy across the UK and wider EMEA. This is a high-impact, field-facing role responsible for recruiting, enabling, and accelerating the performance of key Value-Added Resellers (VARs), distributors, and MSSP/MDR partners in a high-growth region. 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 role (remote with regular travel and office/partner days in London), supporting partners and regional field teams across the UK & Ireland, with scope to extend into Northern and Southern Europe, DACH, and the Middle East as the region grows.

Key Responsibilities

• Own the development and execution of a targeted EMEA channel strategy, with an initial focus on the UK & Ireland.
• Identify, recruit, and activate high-potential security-focused resellers, distributors, and service providers across the region.
• Build and manage regional partner business plans and track key KPIs such as partner-sourced pipeline, partner-influenced revenue, and deal registration.
• Define and manage the distribution and tiered-partner model (VAR, distributor, MSSP/MDR), including partner agreements, margin structure, and rebates.

Partner Enablement & Growth

• Drive onboarding, sales and technical enablement, and product training across regional partners.
• Develop go-to-market campaigns, joint events, and demand generation programmes with partners.
• Support field sales in co-selling motions, lead sharing, and opportunity registration.
• Support partners through public-sector and framework routes to market (e.g. G-Cloud, Crown Commercial Service frameworks) where relevant.

Relationship Management

• Serve as the primary point of contact for partners, 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 (EMEA sales and sales engineering) to align on territory priorities, partner alignment, and deal execution.
• Collaborate with marketing on regional partner campaigns, event sponsorships (e.g. Infosecurity Europe, regional partner events), and content localisation.
• Work with sales operations and finance on territory forecasting, tracking, and partner ROI analysis, including multi-currency (GBP/EUR) quoting and VAT/commercial considerations.
• Work with HQ partner and legal teams to ensure partner contracts and data handling meet UK GDPR and EU requirements.

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 VAR and distributor relationships in the UK and across EMEA.
• Strong understanding of reseller and distribution business models, sales cycles, and UK/EMEA market dynamics, including the role of distributors and aggregators.
• Excellent communicator and collaborator with experience working in matrixed, cross-functional, and cross-time-zone teams (including with a US headquarters).
• Self-starter who thrives in a fast-paced, startup environment and knows how to build from scratch.
• Ability to travel throughout the UK and Europe as needed (~30%). Additional European languages are a plus but not required.
• Right to work in the UK.

Preferred Qualifications

• Experience working with security-focused UK and European partners (e.g. Softcat, Computacenter, Bytes, Exclusive Networks, Telefónica Tech, Insight, or similar) and security distributors.
• Familiarity with SaaS and security platforms such as Microsoft 365, Salesforce, or identity providers.
• Experience launching or scaling partner programmes at high-growth companies.
• Existing relationships with UK public-sector and enterprise-focused partners.

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 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

For more details on our US benefits, or for information on our international benefits, please see here .

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 sales commission or incentive compensation based on the role or function within the company.

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 [e-mail]

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

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 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

For more details on our US benefits, or for information on our international benefits, please see here .