[All remote jobs](https://jobicy.com/jobs.md)[![Tenable logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/01879e02-221.jpg)](https://jobicy.com/company/tenable.md)[Tenable](https://jobicy.com/company/tenable.md) # Territory Account Manager – Federal Sales Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/tenable.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 114,500–152,500 / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished19 Oct 2026Apply before18 Nov 2026Listing views53Application actions4Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Tenable is hiring a Federal Territory Account Manager to grow and manage business with Department of War agencies. The role owns territory pipeline development, account targeting, forecasting, direct sales activity, and coordination with inside sales, sales engineers, and channel resources. Candidates need substantial enterprise or federal sales experience, credibility with executive buyers, and working knowledge of federal standards and mandates. Success is measured against monthly, quarterly, and annual revenue objectives while delivering consultative value around cybersecurity solutions. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior quota-carrying federal sales role requiring 10+ years of experience, executive-level selling, and established knowledge of the Department of War environment. It combines complex cybersecurity solution selling, strict government requirements, forecasting discipline, and aggressive revenue accountability. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$133,500US market range (per year)$120k–$175k0$192.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a credible annual US base-pay range of $114,500–$152,500 USD, with a midpoint of $133,500. The range excludes variable sales compensation such as commission. Estimated US market base pay for a senior federal cybersecurity territory manager is approximately $120,000–$175,000 annually; this is an AI estimate, not verified salary research. ## Core skills Skills and capabilities most closely associated with this opportunity. [Federal sales](https://jobicy.com/jobs?search_keywords=Federal%20sales.md)[Territory management](https://jobicy.com/jobs?search_keywords=Territory%20management.md)[Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Cybersecurity sales](https://jobicy.com/jobs?search_keywords=Cybersecurity%20sales.md)[Department of War knowledge](https://jobicy.com/jobs?search_keywords=Department%20of%20War%20knowledge.md)[Government procurement](https://jobicy.com/jobs?search_keywords=Government%20procurement.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Account development](https://jobicy.com/jobs?search_keywords=Account%20development.md)[C-suite selling](https://jobicy.com/jobs?search_keywords=C-suite%20selling.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Channel sales](https://jobicy.com/jobs?search_keywords=Channel%20sales.md)[Competitive intelligence](https://jobicy.com/jobs?search_keywords=Competitive%20intelligence.md)[Written communication](https://jobicy.com/jobs?search_keywords=Written%20communication.md) Sample interview questionsDescribe how you would build a territory plan for Department of War accounts.I would segment accounts by mission priority, current security maturity, contract timing, buying influence, and expansion potential. I would then define account plans, stakeholder maps, partner strategies, pipeline targets, and measurable weekly activity goals aligned to the annual quota. How do you communicate cybersecurity value to both technical teams and executive buyers? I tailor the conversation to the audience. With technical stakeholders, I focus on capabilities, integrations, and operational outcomes; with executives, I connect exposure reduction to mission resilience, risk, compliance, budget priorities, and measurable business impact. How do you maintain forecast accuracy in a complex federal sales cycle? I use clear opportunity stages supported by verifiable customer actions, documented decision processes, funding status, procurement paths, and close plans. I regularly inspect deal risks, update probabilities based on evidence rather than optimism, and communicate changes early. Give an example of how you would use channel partners in a federal territory. I would identify partners with established agency relationships, relevant contract vehicles, and technical delivery credibility. Together, we would align account coverage, establish rules of engagement, coordinate demand generation, and create mutual close plans for priority opportunities. How would you respond if an agency prospect says it already has vulnerability-management tools? I would first understand the current environment, operational gaps, reporting needs, and risk priorities rather than immediately positioning against the incumbent. I would then demonstrate how Tenable can help improve visibility, prioritize exposure, support compliance requirements, and deliver outcomes the existing approach may not address. Opportunity details ## About this role. 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: The Federal Territory Manager is responsible for establishing and developing business through existing and new clients in the Department of War. Your Opportunity: * Strong knowledge of the DOW community. * Maintain and develop the existing client base through regional marketing and direct sales activities * Strong working knowledge of federal standards, regulation and mandates as they apply to the specific Agencies * Demonstrated success in working with DOW Agencies in a sales or business development capacity * 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 regional objectives established by the Director of Federal 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 * Have a strong working knowledge of Salesforce (SFDC) or similar CRM tool * Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management What You’ll Need: * Bachelor’s Degree and 10+ years of sales experience * Experience and credibility selling at the CxO level * Technical acumen with the ability to relate it with business value * Ability to take on a consultative style when presenting ideas and products * Outstanding oral and written communication skills #LI-MF1 #LI-Remote 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 $114,500—$152,500 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](mailto: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](https://static.tenable.com/marketing/hr/Tenable_General_Applicant_Privacy_Notice_FINAL_4-29-2026_branded.pdf) [California Applicant Privacy Notice](https://static.tenable.com/marketing/hr/Tenable_CCPA_Notice_Applicants_FINAL_4-29-2026_branded.pdf) [EU/EEA/UK Applicant Privacy Notice](https://static.tenable.com/marketing/hr/Tenable_EEA_UK_Applicant_Privacy_Notice_FINAL_6-4-2026_branded.pdf) Show more [Apply now >](https://jobicy.com/jobs/155876-territory-account-manager-federal-sales.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. 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