[Hiring] Regional Sales Director @Tenable, Inc.

Role Description

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.

Qualifications

• 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%).

Requirements

• 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

Benefits

• This is the expected salary range for this position in the primary job location, depending on experience and qualifications: €103.500 — €147.166,66 EUR.
• 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.