Principal Customer Success Manager
The Principal Customer Success Manager at Tenable, Inc. is responsible for managing and expanding relationships with 30 to 40 of the company's most strategic customers, including the largest account in the EMEA region. This role focuses on ensuring customer retention and driving growth by collaborating closely with Enterprise and Commercial Territory Managers and Solutions Engineers. The position is based in London, UK, and involves a hybrid work model with up to 25% travel.
Key responsibilities include overseeing the full renewal cycle for a multi-million-dollar portfolio, proactively identifying and mitigating churn risks using adoption data and strategic judgment, and negotiating enterprise contracts to safeguard revenue and facilitate expansion opportunities. The role also entails conducting strategic discovery sessions with senior customer stakeholders to uncover high-value opportunities, building business cases for upselling and cross-selling across Tenable's platform, and mentoring junior and senior Customer Success Managers to establish best practices.
Candidates should possess a strong sales background with a proven track record of meeting or exceeding quotas through renewals, upselling, and cross-selling. Experience managing large, complex accounts and negotiating enterprise contracts, preferably using structured methods like MEDDPICC, is essential. The ability to build trusted relationships with senior leaders in large organizations, comfort with visibility and open sharing of account status, and a hands-on approach to tasks such as building quotes and maintaining Salesforce records are also required.
While specific compensation details are not provided, Tenable offers a comprehensive benefits package that includes medical, dental, and vision insurance; disability and life insurance; a 401(k) retirement savings plan with company match; an employee stock purchase plan; 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.
Tenable fosters a culture of belonging, respect, and excellence, emphasizing collaboration and innovation in cybersecurity solutions. Employees are encouraged to partner with talented and passionate individuals, with support and resources provided to do meaningful work. The company values delivering results that exceed expectations and winning together as a team.