Territory Account Manager-EMEA

tenex; United States; Hybride; USD 180 000 - 320 000; Plein temps

Résumé du poste

TENEX is seeking a Territory Sales Manager to own pipeline and revenue across EMEA, focusing on mid-market to enterprise customers in France and Spain. You’ll be one of the first commercial hires, driving full-cycle sales from prospecting to close in collaboration with engineering, product, and executive sponsors.

Expect a fast-paced startup environment with meaningful travel and a role that helps shape our go-to-market motion from the ground up.

Qualifications

• 6+ years in quota-carrying B2B SaaS sales across enterprise accounts in EMEA.
• Proven track record of $1M+ annual quotas and multi‑million ACV closes.
• Experience selling technical security or AI-driven products.
• Fluency in English and at least one EU language.

Responsabilités

• Own annual new-logo and expansion quota across EMEA.
• Generate pipeline and maintain 4x coverage.
• Lead disciplined sales cycles with MEDDPICC and cross-functional teams.
• Negotiate contracts and close six- to seven-figure deals.
• Travel 40-60% across EMEA and occasionally to US HQ.
• Forecast and contribute to territory planning in Salesforce.

Connaissances

Quota carrying

B2B SaaS

Enterprise sales

EMEA

Technical sales

English

MEDDPICC

Travel 40-60%

Formation

Bachelor's degree

Outils

Salesforce

MS Excel

CRM software

Description du poste

Note-this role will sit in either France or Spain, supporting the Southern EMEA region

TENEX is an AI-native, automation-first, built-for-scale Managed Detection and Response (MDR) provider. We are a force multiplier for defenders, helping organizations enhance their cybersecurity posture through advanced threat detection, rapid response, and continuous protection. Our team is composed of industry experts with deep experience in cybersecurity, automation and AI-driven solutions. Backed by leading investors, we are rapidly growing and seeking top talent to join our mission of revolutionizing the AI-Native MDR landscape.

We're a fast growing startup backed by industry experts and top tier investors led by Crosspoint Capital Partners and also backed by Shield Capital, DTCP (formerly Deutsche Telekom Capital Partners), Deepwork Capital, and the Florida Opportunity Fund. Seed round led by Andreessen Horowitz (a16z). As an early employee, you'll play a meaningful role in defining and building our culture. Get in on the ground floor. We're a small but well-funded team that just raised a substantial round - joining now comes with limited risk and unlimited upside.

The Role

We are hiring a Territory Sales Manager to own pipeline generation and revenue across EMEA. You will be one of the first commercial hires in the region, responsible for landing and expanding mid‑market and enterprise customers across EMEA. This is a full-cycle quota-carrying role: you will prospect, qualify, run complex evaluations, negotiate contracts, and close deals alongside sales engineering, product, and executive sponsors.

You will report to the SVP of EMEA and work closely with marketing, partnerships, and the founding team to shape our EMEA go-to-market motion from the ground up. Expect to spend meaningful time on the road meeting customers, partners, and prospects across the region.

What You'll Do

• Carry a number: Own an annual new-logo and expansion quota across assigned EMEA territory.
• Generate pipeline: Build and maintain 4x pipeline coverage through a mix of outbound prospecting, partner-sourced opportunities, inbound follow-up, and account-based plays into target logos.
• Run the cycle: Run disciplined, multi-threaded sales cycles using MEDDPICC (or equivalent), orchestrating SE, product, legal, security, and executive resources to close six- and seven-figure ACV deals.
• Sell value: Articulate the TENEX.AI platform, ROI, and differentiation to technical buyers (CISOs, heads of security operations, VPs of engineering) and economic buyers (CIOs, CFOs).
• Operate in EMEA: Navigate data residency, GDPR, DORA, NIS2, and AI Act considerations with customers and partners; localize messaging and commercial terms per market.
• Develop the ecosystem: Build relationships with key regional partners (GSIs, VARs, MSSPs, hyperscaler field teams) to accelerate coverage and close.
• Forecast and improve: Maintain accurate forecasts in Salesforce; contribute to territory planning, pricing feedback, and playbook development as one of the first reps in region.

What You Bring

• 6+ years of quota-carrying B2B SaaS sales experience, with at least 3 years selling into enterprise accounts in EMEA.
• Demonstrable track record of consistently hitting or exceeding $1M+ annual quotas, including multiple six- or seven-figure ACV wins.
• Experience selling a technical product to security, IT, or engineering buyers. Cybersecurity, observability, data infrastructure, DevOps tooling, or AI/ML platforms preferred.
• Fluency in English plus at least one additional European language (German, French, Dutch, or a Nordic language) strongly preferred.
• Comfort operating in ambiguity: you have been an early hire, a founding AE, or the first rep in a new region before.
• Structured sales methodology (MEDDPICC, Command of the Message, Challenger, or equivalent) and rigorous CRM hygiene.
• Willingness to travel 40-60% across EMEA and occasionally to US HQ.
• EU or UK work authorization.

Nice to Have

• Existing network of CISOs, SecOps leaders, or platform engineering leaders in France por Spain
• Experience selling AI-native or agentic products, and the ability to educate buyers on a category that is still being defined.
• Prior experience standing up a new EMEA region (first 1-3 sales hires) at a US-headquartered startup.

Education & Certifications

• Bachelor's degree in Computer Science, Cybersecurity, Engineering, or a related field (or equivalent experience).
• Relevant certifications such as AWS Certified Solutions Architect, GCP Professional Cloud Engineer, or CISSP are a plus.

Why Join Us?

• Opportunity to work with cutting-edge AI-driven cybersecurity technologies and Google SecOps solutions.
• Collaborate with a talented and innovative team focused on continuously improving security operations.
• Competitive salary and benefits package.
• A culture of growth and development, with opportunities to expand your knowledge in AI, cybersecurity, and emerging technologies.

TENEX.AI is an eq