Who is Tenable?
Tenable® is the Exposure Management company. 44,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. Come be part of our journey!
What makes Tenable such a great place to work?
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!
Your Role:
As Senior Sales Director, UKISA, you will lead our high-growth sales engine across the UK, Ireland, and South Africa. You will inspire, coach, and scale a talented team of Enterprise Territory Managers, Commercial Territory Managers to exceed ambitious revenue targets. You will galvanise the region, foster a winning #OneTenable culture, and align everyone to a bold strategy that drives collective success in the rapidly evolving Exposure Management market.
Your Opportunity:
Strategic Leadership & Planning
- Achieve annual revenue goals.
- Develop and execute regional sales strategy for UKISA that aligns with Tenable’s EMEA and Global objectives, capitalising on our leadership in Exposure Management within a strong user base.
- Ability to perform deep market analysis to spot emerging trends (including AI-driven risks, cloud/OT exposures, and identity threats), competitive dynamics, and untapped growth opportunities.
- Manage regional budgeting, forecasting, and revenue delivery with exceptional accuracy, delivering predictable monthly and quarterly results that fuel Tenable’s continued momentum and focus on growth.
Team Management & Development
- Recruit, onboard, and mentor a high-caliber, diverse sales team, fostering a culture of excellence, accountability, and continuous growth.
- Drive performance through structured 1:1s, rigorous KPI tracking, and data-driven coaching, empowering your team to sell complex Exposure Management solutions with confidence.
- Provide hands-on, “in-the-field” leadership by joining reps on strategic calls, modeling best-in-class negotiation, discovery, and closing techniques for high-value, enterprise deals.
Sales Operations & Excellence
- Optimise the sales funnel through disciplined Salesforce hygiene, data-driven pipeline management, and rigorous forecasting.
- Standardise and scale proven sales methodologies (e.g., MEDDIC/MEDDPICC) across the region to create a repeatable, high-velocity path to success.
- Partner closely with Marketing to refine UKISA-specific messaging that resonates with regional priorities and highlights Tenable One’s unique Exposure Management capabilities.
Key Account & Stakeholder Management
- Strengthen and expand relationships with critical go to market partners internally - Channel, Security Engineers, Customer Success, and Marketing, delivering seamless value to customers.
- Champion the #OneTenable ethos: we win together, we lose togethe, building cross-functional alignment and a collaborative mindset that accelerates regional success.
- Serve as the executive point of contact for the region’s largest accounts, strategic partners, and C-level stakeholders.
- Proactively resolve escalated issues, drive retention, and ensure exceptional customer satisfaction—positioning Tenable as a trusted advisor in Exposure Management.
What You'll Need:
- Proven track record leading sales teams in enterprise software or cybersecurity—ideally with experience selling complex platform solutions (vulnerability management, exposure management, CNAPP, or similar).
- Demonstrated success driving revenue growth in competitive markets, with a history of exceeding targets and scaling teams.
- Strong use of data using tools like SF.com, Tableau, Clari, with a strong focus on analysis, hygiene and accuracy.
Core Competencies:
- Emotional Intelligence — Exceptional ability to inspire and motivate distributed teams through challenging market conditions, economic shifts, and rapid innovation cycles.
- Strategic Thinking — Vision to go beyond closing deals to building sustainable territories and long-term customer relationships. The the ability to execute on those ideas, pulling on the right resources,
- Adaptability & Resilience — Thrives in dynamic environments, pivoting quickly to capitalise on new opportunities (e.g., AI attack surface risks) and market changes.
- Cybersecurity Acumen — Strong understanding of modern cyber threats, attack surfaces (IT/OT/cloud/identity/AI), and how Exposure Management platforms like Tenable One deliver measurable risk reduction.
- Leadership Presence — Charismatic, collaborative leader who builds trust, fosters inclusion, and embodies Tenables’ OneTenable values.
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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. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact [email protected] for further assistance.
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