Manager, Customer Success

Tenable; Sydney; Hybride; AUD 180 000 - 240 000; Plein temps

Résumé du poste

Tenable is seeking a seasoned, commercially driven Manager of Customer Success to build and lead a team of Customer Success Managers and oversee strategic client accounts. The role focuses on driving revenue, cultivating executive-level relationships, and ensuring value realization from our cybersecurity platform with proactive churn mitigation.

You will mentor a quota-carrying team, act as a strategic partner to major accounts, and guide renewal negotiations and expansion deals.

Qualifications

• 5+ years of leadership experience managing teams up to 10 people and enterprise accounts.
• Proven history driving revenue and managing complex contract negotiations.
• Ability to understand client structure and translate requirements into implementation.

Responsabilités

• Develop and manage a team of Customer Success Managers.
• Oversee strategic client accounts and drive revenue, renewals, upsells.
• Mentor and scale a quota-carrying team to deliver value and reduce churn.
• Build executive relationships with CISOs and IT leaders.
• Join calls for strategic support on renewal negotiations and expansions.

Connaissances

Leadership

Revenue growth

Enterprise accounts

Strategic execution

Executive relationships

CRM/CS tools

Team management

Travel readiness

Formation

BA/BS degree

Outils

Salesforce.com

Clari

Description du poste

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!

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!

What makes Tenable such a great place to work?

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.

• 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-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 **********@Tenable.com for further assistance.

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