Tenable

Role Description As Senior Sales Director, EMEA South, you will lead our high-growth sales engine across France, Spain, and Italy. You will inspire, coach, and scale a talented team of Enterprise Territory Managers and Commercial Territory Managers to exceed ambitious revenue targets. You will galvanise the region, foster a winning #OneTenable culture, and align everyone to a bold strategy that drives collective success in the rapidly evolving Exposure Management market. Your Opportunity - Strategic Leadership & Planning - Achieve annual revenue goals. - Develop and execute regional sales strategy for EMEA South that aligns with Tenable’s EMEA and Global objectives, capitalising on our leadership in Exposure Management within a strong user base. - Perform deep market analysis to spot emerging trends (including AI-driven risks, cloud/OT exposures, and identity threats), competitive dynamics, and untapped growth opportunities. - Manage regional budgeting, forecasting, and revenue delivery with exceptional accuracy, delivering predictable monthly and quarterly results that fuel Tenable’s continued momentum and focus on growth. - Team Management & Development - Recruit, onboard, and mentor a high-caliber, diverse sales team, fostering a culture of excellence, accountability, and continuous growth. - Drive performance through structured 1:1s, rigorous KPI tracking, and data-driven coaching, empowering your team to sell complex Exposure Management solutions with confidence. - Provide hands-on, “in-the-field” leadership by joining reps on strategic calls, modeling best-in-class negotiation, discovery, and closing techniques for high-value, enterprise deals. - Sales Operations & Excellence - Optimise the sales funnel through disciplined Salesforce hygiene, data-driven pipeline management, and rigorous forecasting. - Standardise and scale proven sales methodologies (e.g., MEDDIC/MEDDPICC) across the region to create a repeatable, high-velocity path to success. - Partner closely with Marketing to refine EMEA South-specific messaging that resonates with regional priorities and highlights Tenable One’s unique Exposure Management capabilities. - Key Account & Stakeholder Management - Strengthen and expand relationships with critical go-to-market partners internally - Channel, Security Engineers, Customer Success, and Marketing, delivering seamless value to customers. - Champion the #OneTenable ethos: we win together, we lose together, building cross-functional alignment and a collaborative mindset that accelerates regional success. - Serve as the executive point of contact for the region’s largest accounts, strategic partners, and C-level stakeholders. - Proactively resolve escalated issues, drive retention, and ensure exceptional customer satisfaction—positioning Tenable as a trusted advisor in Exposure Management. Qualifications - Proven track record leading sales teams in enterprise software or cybersecurity—ideally with experience selling complex platform solutions (vulnerability management, exposure management, CNAPP, or similar). - Demonstrated success driving revenue growth in competitive markets, with a history of exceeding targets and scaling teams. - Strong use of data using tools like SF.com, Tableau, Clari, with a strong focus on analysis, hygiene, and accuracy. Core Competencies - Emotional Intelligence — Exceptional ability to inspire and motivate distributed teams through challenging market conditions, economic shifts, and rapid innovation cycles. - Strategic Thinking — Vision to go beyond closing deals to building sustainable territories and long-term customer relationships, with the ability to execute on those ideas, pulling on the right resources. - Adaptability & Resilience — Thrives in dynamic environments, pivoting quickly to capitalise on new opportunities (e.g., AI attack surface risks) and market changes. - Cybersecurity Acumen — Strong understanding of modern cyber threats, attack surfaces (IT/OT/cloud/identity/AI), and how Exposure Management platforms like Tenable One deliver measurable risk reduction. - Leadership Presence — Charismatic, collaborative leader who builds trust, fosters inclusion, and embodies Tenable's OneTenable values. Equal Employment Opportunity 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 Recruiting@Tenable.com 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

• Responsible for taking the code and functionality of Tenable cloud products and ensuring they’re reliable and highly available in cloud environments • Responsible for responding to support escalations which involve troubleshooting complex technical problems and resolving data/configuration issues within defined service level objectives • Responsible for developing software, tools, and scripts to automate deployment, management, and monitoring of production systems in all environments • Collaborate with peers on complex projects • Collaboration with cloud engineers in understanding new cloud technologies, assessing impact to security services operations, and proposing solutions to existing business problems • Collaboration in the software development lifecycle to develop detailed enhancement/bug definitions, write functional requirements, translate the requirements into solution designs, and navigate the functional requirements through to Production deployments • Proactively look for ways to create efficiencies within operations as it pertains to the tools and technology used by Tenable to support their customer base • Manage, participate in, or directly work on any additional projects, assignments, or initiatives assigned by management • Create/maintain documentation for operational procedures • Contribute to standardization efforts across disciplines and services in conjunction with embedded SREs throughout the organization • Document and perform system upgrades, application updates, and define monitoring requirements based on customer or organization needs • Participate in an on-call rotation and support 24x7 availability of production application systems • Remediate infrastructure and/or container security vulnerabilities

• Implement and enable Tenable’s Exposure Management solutions. • Onboard Tenable technologies following industry standards and best practices. • Deliver customized solutions addressing vulnerabilities across a client’s attack surface. • Focus on client billable work ensuring efficient identification and mitigation of vulnerabilities. • Develop a deep understanding of client’s business and unique security needs. • Build and maintain positive relationships with clients, ensuring ongoing satisfaction and partnership. • Provide clients with insights and consultative advice based on experience with Tenable products.

• Meet and exceed quarterly sales quota by developing new opportunities within specific geographical territory • Researching and identifying potential accounts • Outbound cold calling to soliciting new accounts • Building rapport; providing technical information and explanations • Delivering Webex presentations • Preparing accurate quotes; providing accurate forecast on a monthly/quarterly basis • Occasionally attending regional events • Closing new business, forecasting all sales activity on a monthly/quarterly basis and annual revenue responsibility

• Act as the front line manager to recruit the direct sales management team and ensure, in turn, that these managers effectively recruit, hire, develop, and manage a tiered sales team • Accurately manage, inspect and report in a predictable manner on all aspects of pipeline development and forecasts for the region • Split time 50/50 between managing a team and customer interfacing calls • Works closely with new as well as established channel partners to generate new business opportunities • Develop go to market plan for the specific region • Lead negotiations for large complex deals • Work closely with leadership for other functions such as Sales Engineering, Channel, finance, legal, R&D and marketing to ensure efficient alignment to regional activities and to enable optimum sales performance • Direct sales responsibility for accounts in region and attain revenue goal for new product sales • Initiate, establish and maintain contact with team members, prospects, clients, and partners within assigned territory • Develop recommendations for growth, opportunities for growth, and key target accounts in the assigned territory • Develop and maintain a complete knowledge of Tenable’s products

• Maintain and develop the existing client base through marketing and direct sales activities • 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 objectives established by the Vice President of 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 • Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management • Performs other related duties as assigned

• Develop and execute comprehensive sales strategies to penetrate and expand the customer base within the assigned geographical territory. • Identify and pursue new business opportunities through targeted research and outbound cold calling. • Provide in-depth technical information and explanations to prospective clients. • Prepare precise and competitive quotes that align with client requirements. • Regularly assess and summarize competitor information and market trends to identify opportunities and threats. • Stay abreast of new product developments and industry trends by engaging in ongoing education. • Drive the closure of new business deals, ensuring alignment with company objectives. • Perform additional duties and responsibilities as deemed necessary by management.

• Develop and execute growth strategy targeting organizations in Sweden and Finland • Establish executive relationships and lead workshops • Sell the Tenable One platform and provide consultative engagements

• Build, nurture, and scale high-impact relationships with practice leaders, partner executives, and client account directors within major GSIs and Advisories across DACH. • Drive the embedding of Tenable One, Tenable Cloud Security, and Tenable OT into the standard service catalogs, security frameworks, and reference architectures of partners. • Collaborate closely with regional Tenable Enterprise Sales teams and partner client leads to identify, co-sell, and close high-value enterprise opportunities. • Work in lockstep with the EMEA Alliances leadership to ensure DACH partner strategies support overall regional growth objectives and global partner frameworks. • Design and deliver technical and commercial enablement programs, certifications, and account-mapping workshops to educate partner delivery and sales forces. • Partner with Regional Marketing to plan and execute joint marketing campaigns, roundtable events, and executive sponsorships tailored to the DACH enterprise market. • Maintain accurate sales forecasting and partner-influenced pipeline metrics using Salesforce CRM. Conduct regular Quarterly Business Reviews (QBRs) with key alliance stakeholders.

• Develop and execute a comprehensive channel strategy to maximize market penetration with key partners. • Identify, recruit, and onboard high-potential strategic partners specifically within the Federal marketplace. • Act as the primary point of contact for focused Channel Partners, ensuring seamless communication and operational excellence. • Prepare and present insightful quarterly business reviews to the VP of Channels, Americas, and senior leadership. • Lead the negotiation of legal and commercial agreements for named partner recruitment and ongoing management. • Deliver precise quarterly and annual sales forecasts along with actionable strategic growth plans. • Strategically manage Federal contracts to ensure Tenable solutions are prominently featured on key partner contract vehicles. • Build and nurture robust engagement plans between focused Channel Partners and Tenable’s regional sales teams. • Champion partner success by driving sales enablement and technical certification programs. • Partner with the Marketing team to design and execute high-impact lead generation campaigns to fuel pipeline growth. • Collaborate with program managers to provide feedback and drive enhancements to partner tools and digital interfaces.