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 Regional Sales Director is responsible for leading Tenable’s sales team across the Mediterranean region (Italy, Spain, and Portugal). In this role, you will map the course, develop the regional go-to-market strategy, implement annual execution plans, and hold full accountability for driving revenue growth, market penetration, and pipeline health across the territory.
Your Opportunity:
- Act as the front-line leader for the Mediterranean sales team, coaching high-performing Enterprise Account Executives to achieve and exceed revenue targets.
- Accurately manage, inspect, and report in a predictable manner on all aspects of pipeline development and forecasting using standard sales methodologies.
- Formulate and execute a strategic Go-To-Market (GTM) plan tailored to the Italian, Spanish, and Portuguese enterprise security markets.
- Lead complex negotiations for large enterprise deals involving Tenable’s full Exposure Management platform (Tenable One).
- Expand and leverage strategic channel partnerships, MSSPs, and system integrators across Southern Europe to accelerate new business acquisition.
- Directly manage key strategic customer accounts, serving as an executive sponsor to build long-term relationships with regional CISOs and IT security leaders.
- Collaborate closely with cross-functional leadership including Sales Engineering, Channel, Field Marketing, Legal, Finance, and Professional Services to maximize regional growth
What You'll Need:
- 3+ years of senior-level sales management experience leading direct reports in a fast-paced enterprise software/SaaS environment.
- 10+ years of specialized cybersecurity experience selling complex solutions across Exposure Management, Vulnerability Management, Cloud Security (CNAPP), Identity Security, OT/IoT, or Security Analytics.
- Proven track record in quota-carrying enterprise sales with a history of consistently exceeding targets.
- Strong mastery of MEDDPICC framework and rigorous pipeline management.
- Extensive experience navigating complex enterprise sales cycles, pricing negotiations, and commercial terms in Southern Europe.
- Deep expertise in driving joint go-to-market strategies with key regional channel partners, distributors, and global system integrators (GSIs).
- Native or business-fluent proficiency in Spanish or Italian, alongside fluent English. Proficiency in Portuguese is a strong asset.
- Extensive network and referenceable relationships with enterprise accounts, key cybersecurity decision-makers, and partners across Spain, Italy, and Portugal.
- Demonstrated passion for hiring, developing, and coaching diverse sales talent.
- Ability to travel regularly within the Mediterranean region as needed (Up to 50%).
Interview Process
Recruiter Interview – 1st Stage - Virtual
Hiring Manager Interview – 2nd Stage – Virtual/In-Person
HR Interview – 3rd Stage - Virtual
Senior Stakeholder Panel Interview – 4th Stage - In-Person
C-Level - Final Interview – Final Stage - Virtual
#LI-JG1
#LI-Remote
This is the expected salary range for this position in the primary job location, depending on experience and qualifications. 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 Competitive wellness and financial benefits.
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.
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