Manager, Customer Success

Tenable, Inc.; Sydney; On-site; AUD 150,000 - 210,000; Full time

Job summary

Tenable, Inc. is seeking a seasoned Manager of Customer Success in Sydney to lead a quota-bearing team, drive strategic client relationships, and ensure value realization from our cybersecurity platform.

You will coach CSMs on renewals and expansions, engage with CISOs and IT leaders, and own deal strategy and negotiations to maximize revenue while delivering exceptional service.

Qualifications

• 5+ years of leadership experience managing teams up to 10 people in Customer Success, Account Management, or Inside Sales, with enterprise-level accounts.
• Proven history of driving revenue and hitting team-based sales targets in a technology/SaaS environment.
• Experience with enterprise-level contract negotiations (NRR/GRR) and executive sponsorship.
• Strong business acumen and ability to articulate ROI to security leaders.
• Excellent communication and presentation skills with C-suite engagement experience.
• Deep cybersecurity industry knowledge to discuss ROI with security leaders.
• Proficient with CRM/CS tools (Salesforce.com, Clari) for pipeline, forecasting, and analysis.
• Willingness to travel up to 25%.

Responsibilities

• Develop and manage the team: recruit, onboard, and continuously develop CS Managers handling complex sales cycles and strategic relationships.
• Performance management: set KPIs, provide development plans, foster a revenue-focused culture.
• Drive revenue & quotas: lead team to meet/ exceed renewals, upsells, and cross-sells (NRR/GRR).
• Cultivate executive relationships: act as sponsor for top-tier strategic accounts with CISOs and IT leaders.
• Deal strategy & negotiation: join calls to support renewal negotiations and expansion opportunities.

Skills

Leadership

Account management

Enterprise accounts

SaaS

Salesforce

Clari

Executive presence

Communication

Cybersecurity knowledge

Data analysis

Travel

Education

BA/BS degree

Tools

Salesforce

Clari

Job description

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.

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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 [e-mail] for further assistance.

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