Who is Tenable?
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!
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:
Seeking a seasoned, commercially driven leader to join us as the Manager of Customer Success. This role is responsible for developing and managing a team of Customer Success Managers as well as overseeing strategic client accounts. You will be responsible for driving revenue, cultivating executive-level client relationships, and providing day-to-day oversight of these highly important clients.
In this high-impact position, you will not only mentor and scale a quota-carrying team but also act as a hands-on strategic partner to our most strategic client accounts. You will be directly accountable for coaching your team and ensuring our customers continuously realize the value of our cybersecurity platform ensuring seamless service delivery, rapid time-to-value, and proactive mitigation of churn risks.
Your Opportunity:
- Develop and Manage the Team: Recruit, onboard, and continuously develop a team of top-tier Customer Success Managers capable of handling complex technical sales cycles and strategic relationship management.
- Performance Management: Set clear performance expectations, track individual KPIs, and build professional development plans to foster a high-performance, revenue-focused culture.
- Drive Revenue & Quotas: Lead your team to consistently meet or exceed targets for renewals, upsells, and cross-sells (Gross and Net Revenue Retention).
- Cultivate Executive Relationships: Act as the executive sponsor and primary point of contact for a select portfolio of top-tier, strategic client accounts. Build trusted, advisory relationships with CISOs and IT leadership.
- Deal Strategy & Negotiation: Join customer calls alongside your CSMs to provide strategic support on complex, high-value renewal negotiations and expansion deals.
What You'll Need:
- Leadership & Account Management: Minimum 5 years of leadership experience managing teams up to 10 people with proven experience managing Customer Success, Account Management, or Inside Sales teams, paired with direct experience managing strategic, enterprise-level accounts, preferably in a technology (SaaS) company.
- Commercial Track Record: Demonstrable history of driving revenue, meeting or exceeding team-based sales targets, and successfully managing complex contract negotiations (NRR/GRR).
- Business Acumen & Strategic Execution: Ability to quickly understand client business structures and needs, and articulate and demonstrate what is required for a successful implementation of customer expectations.
- Executive Presence: Exceptional communication and presentation skills, with a proven ability to cultivate and manage relationships at the C-suite and executive levels.
- Cybersecurity Industry Knowledge: Strong operational understanding of the cybersecurity landscape to effectively communicate technical ROI to security leaders.
- Operational Rigor: Deep expertise in CRM/CS tools (SalesForce.com and Clari a plus) for pipeline management, data analysis, and accurate revenue forecasting.
- Team & Organizational Leadership: Excellent organization, motivational and leadership skills to inspire and guide a high-performing team.
- Travel and Education Requirements: Ability and willingness to travel up to 25%. and have a BA/BS degree.
#LI-KM1
#LI-Office
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.
Tenable Data Consent Statement
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:
General Applicant Privacy Notice
California Applicant Privacy Notice
EU/EEA/UK Applicant Privacy Notice
Skills Required
- Minimum 5 years of leadership experience managing teams of up to 10 people
- Experience managing Customer Success, Account Management, or Inside Sales teams
- Direct experience managing strategic, enterprise-level accounts, preferably in a technology or SaaS company
- Proven history of driving revenue and meeting or exceeding team-based sales targets
- Experience managing complex contract negotiations, including NRR and GRR
- Ability to understand client business structures and needs and execute successful customer implementations
- Exceptional communication and presentation skills with C-suite relationship management experience
- Strong operational understanding of the cybersecurity landscape
- Deep expertise in CRM and customer success tools
- Experience with Salesforce.com and Clari
- Excellent organization, motivational, and leadership skills
- Willingness to travel up to 25%
- BA or BS degree
Tenable Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Tenable and has not been reviewed or approved by Tenable.
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Healthcare Strength — Benefits materials highlight comprehensive medical and mental health coverage with family-forming support and gender-affirming care, alongside an Employee Assistance Program. Feedback suggests coverage depth is a core strength of the package.
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Leave & Time Off Breadth — Generous PTO is emphasized, and some teams note additional time-off style perks such as summer Friday hours. Feedback suggests time-away policies are a relative strength.
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Equity Value & Accessibility — RSUs and an Employee Stock Purchase Plan are frequently highlighted alongside base pay. Feedback suggests these equity elements contribute meaningfully to perceived total compensation.
Tenable Insights
What We Do
Tenable®, Inc. is the Cyber Exposure company. Over 30,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. As the creator of Nessus®, Tenable extended its expertise in vulnerabilities to deliver the world’s first platform to see and secure any digital asset on any computing platform. Tenable customers include more than 50 percent of the Fortune 500, more than 30 percent of the Global 2000 and large government agencies. Learn more at www.tenable.com.
