Manager, Customer Success
At a glance
Mid-level Customer Success role at Tenable, Inc.. Sydney.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead and develop Customer Success Managers handling complex sales cycles and strategic client relationships
- Set expectations, monitor team KPIs, and create development plans that support revenue performance
- Guide renewals, upsells, and cross-sells while helping the team reach its targets
- Serve as executive sponsor for strategic accounts and build relationships with CISOs and IT leaders
- Join complex renewal and expansion calls to support negotiation strategy and customer value
What you bring
- At least five years leading teams of up to ten people in Customer Success, Account Management, or Inside Sales
- Direct experience overseeing strategic enterprise accounts, preferably within a technology or SaaS company
- A record of achieving team sales goals, growing revenue, and handling complex contract negotiations
- Strong cybersecurity knowledge and the ability to explain technical return on investment to security leaders
- A BA or BS degree, willingness to travel up to a quarter of the time, and deep CRM or customer-success tool expertise
Who this fits
You’ll suit a commercially focused people leader who can coach a quota-carrying team while staying involved in strategic enterprise accounts. The role requires executive-level communication, cybersecurity fluency, and comfort with renewals, expansions, forecasting, and negotiation. It is based in Sydney and includes travel of up to a quarter of the time.
From the employer
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:
Seeking a seasoned, commercially driven leader to join us as the Manager of Customer Success. This role is responsible for developing and managing a team of Customer Success Managers as well as overseeing strategic client accounts. You will be responsible for driving revenue, cultivating executive-level client relationships, and providing day-to-day oversight of these highly important clients.
In this high-impact position, you will not only mentor and scale a quota-carrying team but also act as a hands-on strategic partner to our most strategic client accounts. You will be directly accountable for coaching your team and ensuring our customers continuously realize the value of our cybersecurity platform ensuring seamless service delivery, rapid time-to-value, and proactive mitigation of churn risks.
Your Opportunity:
- Develop and Manage the Team: Recruit, onboard, and continuously develop a team of top-tier Customer Success Managers capable of handling complex technical sales cycles and strategic relationship management.
- Performance Management: Set clear performance expectations, track individual KPIs, and build professional development plans to foster a high-performance, revenue-focused culture.
- Drive Revenue & Quotas: Lead your team to consistently meet or exceed targets for renewals, upsells, and cross-sells (Gross and Net Revenue Retention).
- Cultivate Executive Relationships: Act as the executive sponsor and primary point of contact for a select portfolio of top-tier, strategic client accounts. Build trusted, advisory relationships with CISOs and IT leadership.
- Deal Strategy & Negotiation: Join customer calls alongside your CSMs to provide strategic support on complex, high-value renewal negotiations and expansion deals.
What You'll Need:
- Leadership & Account Management: Minimum 5 years of leadership experience managing teams up to 10 people with proven experience managing Customer Success, Account Management, or Inside Sales teams, paired with direct experience managing strategic, enterprise-level accounts, preferably in a technology (SaaS) company.
- Commercial Track Record: Demonstrable history of driving revenue, meeting or exceeding team-based sales targets, and successfully managing complex contract negotiations (NRR/GRR).
- Business Acumen & Strategic Execution: Ability to quickly understand client business structures and needs, and articulate and demonstrate what is required for a successful implementation of customer expectations.
- Executive Presence: Exceptional communication and presentation skills, with a proven ability to cultivate and manage relationships at the C-suite and executive levels.
- Cybersecurity Industry Knowledge: Strong operational understanding of the cybersecurity landscape to effectively communicate technical ROI to security leaders.
- Operational Rigor: Deep expertise in CRM/CS tools (SalesForce.com and Clari a plus) for pipeline management, data analysis, and accurate revenue forecasting.
- Team & Organizational Leadership: Excellent organization, motivational and leadership skills to inspire and guide a high-performing team.
- Travel and Education Requirements: Ability and willingness to travel up to 25%. and have a BA/BS degree.
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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