Commercial Territory Manager at Tenable

<div class="content-intro"><p><strong>Who is Tenable?</strong></p> <p>Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies. Come be part of our journey!</p> <p><strong>What makes Tenable such a great place to work?</strong></p> <p>Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!</p></div><p><b>Job Purpose:<br></b><span style="color:#222222">The Commercial Territory Account Manager is responsible for driving sales growth and customer engagement within assigned territory. This role is focused on identifying new business opportunities, nurturing existing customer relationships, and driving revenue growth.</span></p><p><span style="color:#222222"><b>Organisation Structure:</b></span><b><br></b><span style="color:#222222"><b>Who this role reports to: </b>Senior Director, Sales</span><b><br></b><span style="color:#222222"><b>Principal Accountabilities:</b></span></p><ul><li><span style="color:#222222">Manage a defined book of customers across the full sales lifecycle.</span></li><li><span style="color:#222222">Develop and execute a territory sales plan to meet or exceed revenue targets.</span></li><li><span style="color:#222222">Master MEDDPICC and Command of the Message on all opportunities.</span></li><li><span style="color:#222222">Conduct virtual meetings, product demos, and follow-ups with prospects and existing customers with in-person meetings required depending on the region.</span></li><li><span style="color:#222222">Qualify inbound and outbound leads and progress opportunities through the sales funnel.</span></li><li><span style="color:#222222">Maintain accurate records of all sales activities and customer interactions in salesforce.</span></li><li><span style="color:#222222">Collaborate with the marketing, product, and customer success teams to ensure customer satisfaction and long-term value.</span></li><li><span style="color:#222222">Stay current on industry trends, product updates and competitive landscape.</span></li><li><span style="color:#222222">Contribute to root cause analyses on wins/losses.Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.</span></li></ul><p><span style="color:#222222"><b>Other Responsibilities:</b></span></p><ul><li><span style="color:#222222">May perform other duties and responsibilities that management may deem necessary from time to time.</span></li></ul><p><span style="color:#222222"><b>Knowledge, Skills and Experience:</b></span></p><ul><li><span style="color:#222222">Bachelor’s degree in Business, Marketing or a related field (or equivalent experience).</span></li><li><span style="color:#222222">5+ years of overall experience, with 3 years of sales experience or account management experience.</span></li><li><span style="color:#222222">Proven ability to meet or exceed sales targets in a fast-pace sales environment.</span></li><li><span style="color:#222222">Strong communication, negotiation and interpersonal skills.</span></li><li><span style="color:#222222">Comfortable with CRM systems and sales enablement tool.</span></li><li><span style="color:#222222">Self-motivated, goal-oriented, and capable of managing multiple priorities.</span></li><li><span style="color:#222222">Experience working with cross-functional teams.</span></li><li><span style="color:#222222">Experience working within the channel sales model.</span></li><li><span style="color:#222222">Strong live and virtual presentation skills.</span></li><li><span style="color:#222222">Demonstrated success in new business development and prospecting.</span></li><li><span style="color:#222222">Experience building and maintaining adequate sales pipeline to achieve quota.</span></li></ul><p><span style="color:#222222"><b>Key Decisions:</b></span></p><ul><li><span style="color:#222222">Account Prioritization – Determining which customers or prospects to focus on based on revenue, engagement level, and strategic fit.</span></li><li><span style="color:#222222">Sales Strategy – Developing and executing territory-specific sales plans and outreach strategies.</span></li><li><span style="color:#222222">Pipeline Management – Prioritizing which deals to push forward in the sales cycle based on deal size, probability and closing timeline.</span></li><li><span style="color:#222222">Time and Resource Management – Prioritizing tasks and managing daily/weekly workloads to balance prospecting, client meetings and administrative tasks.</span></li></ul><p>#LI-SH2</p><p>#LI-Remote</p><div class="content-conclusion"><p><em>We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels.&nbsp; If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact</em> <em><a href="mailto:[email protected]" target="_blank">[email protected]</a></em><em> for further assistance.</em></p> <hr> <p><strong>Tenable Data Consent Statement</strong></p> <p>Tenable is committed to protecting the privacy and security of your personal data. Depending on your location, one or more of the following notices may apply to you:</p> <p><a href="https://static.tenable.com/marketing/hr/Tenable_General_Applicant_Privacy_Notice_FINAL_4-29-2026_branded.pdf" target="_blank">General Applicant Privacy Notice</a><br><a href="https://static.tenable.com/marketing/hr/Tenable_CCPA_Notice_Applicants_FINAL_4-29-2026_branded.pdf" target="_blank">California Applicant Privacy Notice</a><br><a href="https://static.tenable.com/marketing/hr/Tenable_EEA_UK_Applicant_Privacy_Notice_FINAL_6-4-2026_branded.pdf" target="_blank">EU/EEA/UK Applicant Privacy Notice</a></p></div>