Senior Technical Account Manager

Description

About Onyx

Onyx is building the control plane for autonomous AI. As enterprises scale AI agents across the organization, Onyx gives them the visibility, governance, and operational control to understand what agents exist, what they do, and what risks they introduce. We're a fast-moving team helping the world's largest companies adopt AI safely.

About the Role

As a Senior Technical Account Manager, you'll be the primary technical advocate and strategic advisor for our enterprise customers — the bridge between them and our Product, Engineering, and Security teams. You'll own post-sale relationships, solve hard technical problems, and make sure customers realize measurable value from the Onyx platform.

This isn't a traditional support or relationship-management role. You'll learn each customer's environment, priorities, and security requirements in depth, then coordinate the resources to get them where they want to go. The ideal candidate moves easily between hands-on discussions with architects and security engineers and strategic conversations with CIOs, CISOs, and CTOs.

What You'll Do

• Own the technical relationship. Serve as the primary post-sale technical contact for assigned enterprise accounts, from onboarding through renewal and expansion.
• Advise at every level. Guide practitioners on deployment, configuration, and best practices while advising executives on AI risk posture and governance strategy.
• Drive time-to-value. Lead integration into customer environments (agent frameworks, identity, cloud, SIEM/SOAR, data platforms) and define success plans tied to measurable security outcomes.
• Solve hard problems. Troubleshoot issues, run technical deep-dives, write scripts for diagnostics and automation, and escalate effectively to drive resolution.
• Manage risk and growth. Monitor account health, lead QBRs and executive briefings, channel structured feedback to Product and Engineering, and partner with Sales on expansion.

Requirements

What You Bring

• 7+ years in customer-facing technical roles (TAM, Solutions Engineer, Customer Success Engineer, or similar) in B2B SaaS, with significant time on enterprise accounts.
• Background in cybersecurity, cloud security, identity, or data protection; experience with AI/ML platforms, LLM tooling, or agent frameworks is a strong plus.
• Scripting skills (Python, Bash, or similar) and comfort with REST APIs, cloud platforms (AWS/Azure/GCP), and modern security tooling.
• Executive presence and excellent communication — a proven ability to advise senior security leaders and translate technical detail into business risk and value.
• Consultative, customer-obsessed mindset with a bias for action and experience working cross-functionally with Product, Engineering, and Sales.

Nice to Have

• Experience with the AI security landscape (AI governance, agent security, LLM risk, data leakage) and agentic workflows used by modern security and data teams.
• Prior startup experience building or scaling a Customer Success / TAM function.
• Familiarity with CRMs, ticketing systems, and customer-health platforms (Salesforce, Zendesk, Gainsight).
• Relevant certifications (CISSP, CCSP, cloud provider certifications).

Job Benefits

• Remote work model
• Health insurance and wellness benefits
• Equity participation

Compensation Disclosure

We offer a competitive compensation package that includes base salary, equity, and performance-based incentives. Compensation will be determined based on experience, location, and the scope of the role.

Equal Opportunity Statement

Onyx is an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees.