Territory Account Manager - Federal Sales

Tenable, Inc.; Richmond (VA); On-site; USD 115,000 - 153,000; Full time

Benefits offered by this job

Medical

Dental & Vision

401(k) with company match

Employee stock purchase plan

Education assistance

PTO and holidays

Job summary

Tenable, Inc. is seeking a Federal Territory Manager to drive growth with DoW clients, building relationships at the CXO level and delivering strategic solutions that reduce cyber risk.

You will manage a regional sales pipeline, forecast performance, and collaborate with inside sales and engineers to close opportunities. The role requires a deep understanding of federal standards, a consultative selling approach, and strong communication skills, with base pay and benefits disclosed.

Qualifications

• Bachelor's degree required.
• 10+ years of sales experience.
• Experience selling at the CxO level.
• Strong oral and written communication skills.

Responsibilities

• Establish and develop business with existing and new clients in the Department of War.
• Maintain and develop the client base via regional marketing and direct sales.
• Manage territory's sales pipeline and target key accounts.
• Provide monthly and quarterly sales forecasts and meet quotas.

Skills

CxO selling

Sales leadership

Technical acumen

Consultative selling

Communication

CRM (SFDC)

Education

Bachelor’s Degree

Tools

Salesforce (SFDC)

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:

The Federal Territory Manager is responsible for establishing and developing business through existing and new clients in the Department of War.

Your Opportunity:

• Strong knowledge of the DOW community.
• Maintain and develop the existing client base through regional marketing and direct sales activities.
• Strong working knowledge of federal standards, regulation and mandates as they apply to the specific Agencies.
• Demonstrated success in working with DOW Agencies in a sales or business development capacity.
• Identify, qualify and develop new opportunities through prospecting and networking.
• Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development.
• Achieve assigned monthly, quarterly and annual sales budgets and other regional objectives established by the Director of Federal Sales.
• Provide monthly and quarterly sales forecasts.
• Manage the day to date activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers.
• Consistently achieve and/or exceed your assigned quotas and revenue objectives.
• Utilize channel sales resources in your region as necessary.
• Have a strong working knowledge of Salesforce (SFDC) or similar CRM tool.
• Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management.

What You’ll Need:

• Bachelor’s Degree and 10+ years of sales experience.
• Experience and credibility selling at the CxO level.
• Technical acumen with the ability to relate it with business value.
• Ability to take on a consultative style when presenting ideas and products.
• Outstanding oral and written communication skills.

This is the base pay range for this position.

US Pay Range $114,500—$152,500 USD

Compensation for the role will depend on a number of factors, including the candidate's qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles), depending on company and individual performance. Tenable also offers a variety of comprehensive and competitive benefits which include:

• medical
• dental
• vision
• disability and life insurance
• 401(k) retirement savings with company match
• an employee stock purchase plan
• an employee referral program
• flexible spending accounts
• an Employee Assistance Program (EAP)
• education assistance
• parental leave
• paid time off (PTO)
• company-paid holidays
• health and wellness events
• and community programs

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 for further assistance.