Commercial Territory Manager

About 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. We work together to build and innovate best-in-class cybersecurity solutions for our customers while creating a culture of belonging, respect, and excellence.

About the Role

Tenable is a leading cybersecurity software company committed to protecting businesses from evolving digital threats. We empower organizations to operate securely in an increasingly complex digital landscape. We're seeking a dynamic and assertive Commercial Territory Manager to drive our aggressive growth strategy and expand our market presence.

Responsibilities

• Develop and execute comprehensive sales strategies to penetrate and expand the customer base within the assigned geographical territory.
• Analyze market data to identify high-potential prospects and tailor approaches accordingly.
• Identify and pursue new business opportunities through targeted research and outbound cold calling.
• Build rapport with potential clients by understanding their unique cybersecurity challenges and positioning Tenable’s solutions effectively.
• Provide in-depth technical information and explanations to prospective clients, ensuring a clear understanding of our product offerings.
• Deliver engaging Webex presentations and product demonstrations that address specific customer needs.
• Prepare precise and competitive quotes that align with client requirements.
• Maintain accurate monthly and quarterly sales forecasts, ensuring transparency and alignment with company goals.
• Regularly assess and summarize competitor information and market trends to identify opportunities and threats.
• Present quarterly territory reviews and develop strategic plans for the upcoming quarter to ensure continuous growth.
• 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.
• Provide accurate forecasts of all sales activity on a monthly and quarterly basis, meeting annual revenue responsibilities.
• Prepare and submit detailed reports to the Sales Director, outlining sales activities and results.
• Perform additional duties and responsibilities as deemed necessary by management.

Requirements

• Minimum of 2 years in technology sales, with a proven track record of meeting and exceeding revenue targets.
• Previous experience selling services in support of technology or software products is highly desirable.
• Demonstrated proficiency in prospecting, territory management, and closing deals.
• Ability to accurately forecast sales activity on a monthly and quarterly basis.
• Exceptional verbal and written communication skills, with strong presentation abilities.
• Capable of conveying complex technical concepts to diverse audiences.
• Keen attention to detail, with the ability to prioritize tasks and meet deadlines.
• Strong organizational skills to manage multiple accounts and opportunities effectively.
• Solid understanding of cybersecurity principles.
• Proficient in using CRM systems like Salesforce, NetSuite, and Microsoft Office products.
• Proven ability in client base management, building and maintaining relationships, and exhibiting strong people skills.
• Demonstrated customer focus, professionalism, and a strong motivation for sales.
• Highly motivated and assertive, with a relentless drive to close deals and achieve results.
• Comfortable making quick decisions and taking calculated risks.

Pay

The Commercial Territory Manager role offers a balanced compensation structure with 50% base salary and 50% commission. On-Target Earnings (OTE) range from $115,000 to $150,000 annually. The base pay range for this position is $29.57—$39.50 USD per hour.

Benefits

• Medical, dental, vision, disability, and life insurance.
• 401(k) retirement savings with company match.
• Employee stock purchase plan.
• Employee referral program.
• Flexible spending accounts.
• Employee Assistance Program (EAP).
• Education assistance.
• Parental leave.
• Paid time off (PTO) and company-paid holidays.
• Health and wellness events.
• Community programs.
• Variable compensation (commission for sales roles, bonus for non-sales roles).