About this role.
Tenable is seeking a senior Country Manager to lead its Canadian sales organization for cybersecurity and exposure-management solutions. The role combines people leadership, regional go-to-market planning, pipeline inspection, forecasting, channel development, and direct engagement with strategic customers. The manager will spend approximately half of their time coaching a seasoned sales team and half in customer-facing activity, including negotiations for complex enterprise deals. Success depends on exceeding regional revenue and margin goals while aligning Sales Engineering, Channel, Finance, Legal, R&D, Marketing, and other internal teams.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would begin by segmenting the market by enterprise potential, industry risk profile, installed technology landscape, and channel coverage. I would set account priorities, define direct and partner-led motions, establish pipeline and coverage targets, and align Sales Engineering and Marketing programs to the highest-value segments. I would review performance monthly and adjust investment based on conversion, deal velocity, and partner contribution.
I establish clear deal-stage exit criteria, inspect customer evidence rather than relying on seller confidence, and maintain consistent pipeline hygiene. In weekly reviews, I focus on next steps, economic buyers, technical validation, commercial risks, and realistic close dates. I also compare historical conversion and slippage trends to identify coaching opportunities and create a forecast that leadership can trust.
I create a negotiation plan early that maps stakeholders, business outcomes, competitive risks, legal and procurement requirements, and value drivers. I align internal teams on approval boundaries and trade-offs before entering final negotiations, then keep discussions anchored in customer risk reduction and measurable outcomes rather than price alone. I document concessions carefully and seek reciprocal commitments that protect both long-term value and margin.
I hire for demonstrated enterprise-selling rigor, coaching ability, operational discipline, market credibility, and values alignment. Once hired, I establish measurable expectations around hiring, pipeline health, forecast quality, talent development, and revenue attainment. I use regular one-on-ones, deal coaching, field observation, and objective performance data to help leaders improve while addressing persistent performance gaps directly.
I would prioritize partners based on market reach, cybersecurity expertise, customer access, and willingness to invest in a joint plan. For priority partners, I would establish shared account maps, enablement, campaign plans, pipeline reviews, and clear rules of engagement. The objective is a repeatable co-selling model that creates net-new opportunities, improves customer outcomes, and maintains accountability on both sides.
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 seeking a Country Manager responsible for leading a regional sales team of highly skilled, seasoned sales individuals. The Country Manager will map the course, develop the vision and implement annual plans and is accountable for delivering measurable results that achieves and exceeds revenue and margin targets.
Your Opportunity:
- 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
What You’ll Need:
- 10+ years of Director-level management experience of direct reports in a fast paced, highly competitive, ever-changing sales environment
- Minimum 6 years’ experience selling Security Products: Vulnerability Management, Continuous Monitoring, IDS/IPS, SIEM, DLP, Compliance, Encryption, access Management, Authentication, etc.
- Strong knowledge and understanding of how to sell multi-product software solutions
- Minimum of 8+ years in quota carrying sales role with demonstrated success
- Extensive experience negotiating large complex deals with extremely complex terms, conditions, price pressures and considerations
- Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together
- History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded
- Reference-able domain expertise of the Canada region, accounts, decision makers and channel partners
- The ability to travel approximately 50% of the time
#LI-MF1 #LI-Remote
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:
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Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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