Sr Technical Marketing Manager - Alliances & Competitive Strategy

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.

We are hiring a Sr Technical Marketing Manager - Alliances & Competitive Strategy to own two of the highest-leverage narratives at Obsidian: why we are better together with our strategic partners, and why our architecture solves problems no one else can.

This role sits at the intersection of alliances marketing and technical product marketing, and it owns competitive intelligence for the company. You will define how Obsidian shows up alongside our strategic technology alliances, building the joint value propositions, launch narratives, and enablement that turn partnerships into pipeline and supporting the GTM models that bring those alliances to market. At the same time, you will go deep with Product and Engineering to understand how the platform works, from our knowledge graph to our data depth and detection architecture, and elevate that "how" into a durable "why": why Obsidian is uniquely positioned to secure third-party applications and AI agents where alternative architectures structurally fall short.

You will be the positioning authority the field, our partners, and our executives turn to for evidence-based answers on how we win, both in architecture and in direct competition.

This is a senior individual contributor role for someone who can think strategically, move quickly, and help shape how we scale both partner marketing and competitive positioning at Obsidian.

What you’ll accomplish

Own the Alliance Narrative

• Develop joint positioning, messaging, and better-together value propositions for strategic technology alliances
• Build messaging that helps customers understand when and why to adopt Obsidian alongside partner platforms, and helps alliance partners position Obsidian with clarity and conviction
• Lead product marketing for joint launches, co-marketing campaigns, and major alliance field moments, coordinating across alliances, product, and marketing teams
• Support the GTM models behind each alliance, including marketplace, co-sell, and integration motions, with the positioning, content, and enablement they need to perform
• Create enablement that alliance sellers actually use: solution briefs, pitch decks, objection-handling guides, and co-branded campaign materials
• Drive co-marketing programs with strategic alliances that deliver measurable pipeline contribution and deal acceleration

Own Competitive Intelligence & Technical Positioning

• Own the competitive intelligence function: monitor competitor products, architectures, disclosures, and market signals, and distill them into succinct, actionable guidance for sales, product, and leadership
• Build and maintain the compete program, including battlecards, compete decks, objection handling, and win/loss insights, that gives the field and partners clear evidence for why Obsidian wins
• Elevate "how we do things" into "why it matters": articulate why Obsidian's architecture solves problems that point tools and adjacent platforms cannot
• Develop technical marketing content such as architecture narratives, technical briefs, blogs, webinars, and demos that proves differentiation rather than asserting it
• Bring competitive and market insights back into product, alliances, and executive planning to sharpen roadmap framing and GTM strategy

About You

• Technical to the core, fluent in the "why." 8+ years in product, technical, or partner marketing in cybersecurity or enterprise software, ideally with a hands-on technical background.
• A competitive strategist. You have built compete programs and turn competitor analysis and win/loss data into positioning the field trusts. You know the difference between a feature comparison and a structural advantage.
• Experienced in technology alliance marketing. You have built better-together narratives, joint launches, and enablement with strategic technology partners, and understand marketplace, co-sell, and integration GTM motions.
• Fluent in the cybersecurity buyer. You know how security leaders evaluate and buy, and how to help alliance partners have that conversation on Obsidian's behalf.
• Strategic, hands-on, and collaborative. You see the big picture but are comfortable writing, building, and shipping the work yourself, and you align alliances, sales, product, and engineering without owning all the decisions.

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 View email address on aiapply.co

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

$195,000—$212,000 USD

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.