About this role.
Tenable is seeking a Commercial Territory Manager to grow cybersecurity software revenue within an assigned territory. The role centers on territory planning, outbound prospecting, discovery, technical product presentations, quoting, forecasting, and closing new business. Candidates need at least two years of technology sales experience, a record of exceeding targets, cybersecurity familiarity, and proficiency with CRM tools such as Salesforce and NetSuite. Success requires assertive pipeline generation, strong client relationship management, accurate reporting, and the ability to translate technical concepts for varied buyers.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would segment the territory by ideal customer profile, industry risk profile, company size, installed technology, and propensity to buy. I would prioritize named accounts and high-potential verticals, establish pipeline coverage targets, define weekly prospecting activity, and review conversion metrics regularly to refine the plan.
I would begin with the executive's business risks, such as operational disruption, regulatory exposure, or inability to prioritize vulnerabilities. I would then connect the platform's capabilities to measurable outcomes, using clear language and a concise example rather than leading with technical features.
I use consistent CRM hygiene, validate each opportunity against defined stage-exit criteria, confirm decision process and timing with customers, and distinguish committed deals from upside pipeline. I review risks, next steps, and close dates weekly so the forecast reflects evidence rather than optimism.
I would acknowledge their existing investment and ask discovery questions about coverage gaps, prioritization challenges, reporting needs, and operational burden. From there, I would position the solution around complementary value or demonstrable improvements instead of assuming a replacement sale.
I would quickly diagnose whether the issue is top-of-funnel volume, qualification quality, deal progression, or conversion. I would increase targeted outbound activity, engage partners or internal specialists where useful, focus on near-term opportunities with verified next steps, and communicate a specific recovery plan to leadership.
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:
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.
Your Opportunity:
- Strategic Territory Planning: 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.
- Proactive Prospecting: 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 our solutions effectively.
- Technical Expertise: 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.
- Accurate Quoting and Forecasting: Prepare precise and competitive quotes that align with client requirements. Maintain accurate monthly and quarterly sales forecasts, ensuring transparency and alignment with company goals.
- Performance Analysis: 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.
- Continuous Improvement: Stay abreast of new product developments and industry trends by engaging in ongoing education. Seek opportunities to add value to job accomplishments and contribute to the achievement of department and organizational goals.
- Sales Closure and Reporting: 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.
- Adaptability: Perform additional duties and responsibilities as deemed necessary by management, demonstrating flexibility and a commitment to the company’s success.
- 50/50 Commission Plan: The Commercial Territory Manager offers a balanced compensation structure with 50% base salary and 50% commission, aligning your earnings directly with your performance.
- On-Target Earnings (OTE): Achieving your sales targets can result in total earnings ranging from $115,000 to $150,000 annually
What You’ll Need:
- Experience: 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.
- Sales Skills: Demonstrated proficiency in prospecting, territory management, and closing deals. Ability to accurately forecast sales activity on a monthly and quarterly basis.
- Communication and Presentation: Exceptional verbal and written communication skills, with strong presentation abilities. Capable of conveying complex technical concepts to diverse audiences.
- Organizational Skills: Keen attention to detail, with the ability to prioritize tasks and meet deadlines. Strong organizational skills to manage multiple accounts and opportunities effectively.
- Technical Proficiency: Solid understanding of cybersecurity principles. Proficient in using CRM systems like Salesforce, NetSuite, and Microsoft Office products.
- Client Relationship Management: Proven ability in client base management, building and maintaining relationships, and exhibiting strong people skills.
- Professionalism and Motivation: Demonstrated customer focus, professionalism, and a strong motivation for sales.
- Assertiveness: Highly motivated and assertive, with a relentless drive to close deals and achieve results. Comfortable making quick decisions and taking calculated risks.
#LI-MS1
#LI-Hybrid
This is the base pay range for this position. 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.
US Pay Range
$29.57—$39.50 USD
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
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