Director of Value & Risk Strategy

Summary

Join Obsidian Security's growing Product Marketing team as a leader responsible for scaling value creation and realization capabilities. You will design and execute plans to support both self-service and high-touch engagements with strategic customers, ensuring consistent value throughout the customer lifecycle. Key responsibilities include pre-sales value creation, post-sales value realization, enablement & strategy development, market insight & thought leadership, cross-functional collaboration, and business metrics & KPI definition. This role requires 7+ years of experience in a business value or related strategic role, proven customer engagement skills, and success in selling complex solutions. Strong leadership, strategic thinking, analytical, and communication skills are essential. Obsidian offers competitive compensation with equity and 401k, comprehensive healthcare, flexible PTO, 12 weeks of parental/family leave, and personal/professional development resources.

Requirements

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

Responsibilities

• Collaborate with sales leadership and sales teams to craft tailored point of views, articulating value and strategic advantages
• 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
• Partner with enablement to develop strategies, frameworks, and training programs that enable field-facing teams
• 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
• Work closely with sales, marketing, and product teams to align on business goals, customer expectations, and value communication
• Define and track key performance indicators (KPIs) to measure the effectiveness of business value initiatives, ensuring alignment with customer outcomes and company goals

Benefits

• 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