tenex - Territory Account Manager
Requirements
• 6+ years of quota-carrying B2B SaaS sales experience, with at least 3 years selling into enterprise accounts in EMEA. • Demonstrable track record of consistently hitting or exceeding $1M+ annual quotas, including multiple six- or seven-figure ACV wins. • Experience selling a technical product to security, IT, or engineering buyers. Cybersecurity, observability, data infrastructure, DevOps tooling, or AI/ML platforms preferred. • Fluency in English plus at least one additional European language (German, French, Dutch, or a Nordic language) strongly preferred. • Comfort operating in ambiguity: you have been an early hire, a founding AE, or the first rep in a new region before. • Structured sales methodology (MEDDPICC, Command of the Message, Challenger, or equivalent) and rigorous CRM hygiene. • Willingness to travel 40–60% across EMEA and occasionally to US HQ. • EU or UK work authorization. • Existing network of CISOs, SecOps leaders, or platform engineering leaders in the UK and DACH markets. • Experience selling AI-native or agentic products, and the ability to educate buyers on a category that is still being defined. • Prior experience standing up a new EMEA region (first 1–3 sales hires) at a US-headquartered startup. • Education & Certifications: • Bachelor’s degree in Computer Science, Cybersecurity, Engineering, or a related field (or equivalent experience). • Relevant certifications such as AWS Certified Solutions Architect, GCP Professional Cloud Engineer, or CISSP are a plus.
Responsibilities
• Carry a number: Own an annual new-logo and expansion quota across assigned EMEA territory. • Generate pipeline: Build and maintain 4x pipeline coverage through a mix of outbound prospecting, partner-sourced opportunities, inbound follow-up, and account-based plays into target logos. • Run the cycle: Run disciplined, multi-threaded sales cycles using MEDDPICC (or equivalent), orchestrating SE, product, legal, security, and executive resources to close six- and seven-figure ACV deals. • Sell value: Articulate the TENEX.AI http://TENEX.AI platform, ROI, and differentiation to technical buyers (CISOs, heads of security operations, VPs of engineering) and economic buyers (CIOs, CFOs). • Operate in EMEA: Navigate data residency, GDPR, DORA, NIS2, and AI Act considerations with customers and partners; localize messaging and commercial terms per market. • Develop the ecosystem: Build relationships with key regional partners (GSIs, VARs, MSSPs, hyperscaler field teams) to accelerate coverage and close. • Forecast and improve: Maintain accurate forecasts in Salesforce; contribute to territory planning, pricing feedback, and playbook development as one of the first reps in region.
Benefits
• Opportunity to work with cutting-edge AI-driven cybersecurity technologies and Google SecOps solutions. • Collaborate with a talented and innovative team focused on continuously improving security operations. • Competitive salary and benefits package. • A culture of growth and development, with opportunities to expand your knowledge in AI, cybersecurity, and emerging technologies.
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