Principal Customer Success Manager

The role

You will own renewals and expansion for 30 to 40 strategic customers. This sales role involves protecting recurring revenue and finding growth opportunities within large accounts.

What you will do

• Own the full renewal cycle for a multi-million book
• Spot churn and downgrade risk early
• Negotiate enterprise contracts
• Run strategic discovery with senior stakeholders
• Build the business case for upsell and cross-sell
• Carry an expansion quota
• Plan accounts with Territory Managers and Solutions Engineers
• Lead critical escalations
• Share customer feedback to shape product and service
• Mentor junior and senior CSMs

Required qualifications

• A sales background with a record of meeting or beating quota through renewals, upsell and cross-sell
• Experience of large, complex accounts and enterprise contract negotiation
• The standing to build trusted relationships with senior leaders in large organisations
• Comfort with visibility
• A team player who shares knowledge freely
• A hands-on approach to building quotes and keeping Salesforce records
• Curiosity about new tools including AI-led churn tracking
• Availability for three office days a week in Staines
• Travel up to 25% of the time

Nice to have

• Experience using a structured method such as MEDDPICC

About the company

Tenable is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk.