About this role.
Tenable is hiring a Customer Success Manager to retain and expand revenue across a book of mid-sized commercial or enterprise cybersecurity customers. The role combines customer onboarding, adoption, relationship management, renewal execution, and identification of expansion opportunities. Success depends on meeting quarterly and annual revenue targets while collaborating closely with Territory Managers and Sales Engineers. Candidates need at least five years of experience growing existing SaaS or subscription business, along with strong objection handling, forecasting, Salesforce, and communication skills.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I segment accounts by renewal date, product adoption, stakeholder engagement, and risk indicators, then build account-specific success plans well before the renewal window. I use regular value reviews to connect outcomes to the customer’s goals and escalate risks early with internal partners.
I begin with discovery rather than a product pitch, asking about changing priorities, gaps, and desired business outcomes. When an additional capability directly addresses a validated need, I quantify its value and involve the appropriate sales and technical stakeholders to recommend a practical solution.
I would first diagnose the adoption barriers through usage data and direct stakeholder conversations. I would then align on a recovery plan with clear owners, training or technical actions, measurable milestones, and executive communication focused on restoring the expected value.
I track renewal amount, close date, forecast stage, usage and adoption trends, relationship strength, unresolved support issues, competitive risk, and expansion potential. I maintain documented next steps and probability assumptions in Salesforce, updating the forecast as evidence changes.
I establish a shared account plan that clarifies customer objectives, renewal risks, technical requirements, commercial strategy, and ownership of each action. Regular internal check-ins ensure the customer receives coordinated guidance rather than disconnected outreach.
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:
As a member of the Customer Success team, this role will be responsible for the renewal and expansion for existing Tenable customers in our mid-size Commercial segment.
Your Opportunity:
- Responsible for renewing and expanding revenue within given client base
- Proactively address any concerns or challenges to secure long-term customer relationships
- Responsible for forecasting and achieving Quarterly & Annual Revenue Targets
- Manage a book of mid-sized clients in our Commercial or Enterprise segmentation
- Responsible for onboarding clients, assisting with client adoption, maintaining client satisfaction through consistent value added communications and meetings
- Collaborate with internal teams such as Territory Managers and Sales Engineers to maintain client health and drive expansion opportunities
- Advocate for the customer within the organization, ensuring their feedback is heard and acted upon Identify expansion opportunities through in-depth conversations and relationship building
- May perform other duties and responsibilities that management may deem necessary from time to time
What You’ll Need:
- BA/BS degree and 5+ years of sales experience focused on renewal or growing existing business
- Experience selling On-Demand, SaaS (Software as a Service) solution or subscription based
- Strong understanding of the products or services offered and the ability to articulate their value to clients.
- Ability to adapt, overcome objections, and learn complex solutions
- Strong time management skills
- Consistent and documented track record for achieving monthly/quarterly/annual target metrics
- Strong oral and written communication skills are a must
- Ability to work in a fast paced, team environment with revenue deadlines
- Working knowledge of Google Suite and Salesforce.com
- Ability to sit and work at a computer for extended periods of time
#LI-MF1 #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
$33.17—$44.39 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:
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