Senior Director, Federal Sales

Who is Tenable

Tenable is the Exposure Management company. 44000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500 45 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 theyll 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 youre 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:

In an era of evolving digital threats securing our nations most critical infrastructure has never been more vital. We are seeking a Senior Director of Federal Sales to lead a high-performing team of seasoned sales professionals across the Civilian Department of Defense (DoD) Intelligence Community (IC) and Federal System Integrator (FSI) sectors.

As the architect of our Federal vision you will map the strategic course for the sector implementing annual plans that deliver measurable results. We are looking for a leader who can navigate the complexities of Federal procurement while driving the adoption of cutting-edge technologiesincluding Artificial Intelligenceto meet the mission requirements of the U.S. Government.

Note: Due to the nature of our work with the Federal Government candidates must be willing and able to travel approximately 50% of the time to support regional operations and client engagements.

Your Opportunity:

• Strategic Leadership: Recruit mentor and empower a diverse sales team fostering a culture of high performance and continuous professional growth.
• Operational Excellence: Maintain rigorous oversight of the pipeline lifecycle and forecasting providing predictable data-driven insights to executive leadership.
• Executive Engagement: Balance strategic management with high-level customer interfacing building long-term trust with senior Federal stakeholders.
• GTM Strategy & Innovation: Design and execute a comprehensive Federal Go-to-Market plan. You will drive AI adoption across agencies ensuring our solutions remain at the forefront of digital transformation and Federal mission goals.
• Complex Negotiations: Lead the strategy for large-scale multi-year contracts navigating FAR/DFARS requirements and complex budgetary constraints.
• Ecosystem & Alliance Building: Cultivate high-impact relationships with FSIs and specialized Federal channel partners to co-design and execute winning joint-sales campaigns.
• Cross-Functional Synergy: Collaborate with Sales Engineering Legal Government Affairs and R&D to ensure product alignment with critical Federal certifications (e.g. FedRAMP FIPS).

What Youll Need:

• Proven Leadership: 7 years of Director-level management experience in a fast-paced enterprise software sales environment.
• Federal Sales Track Record: 5 years in a quota-carrying role specifically within the Federal Government with a consistent history of exceeding multi-million dollar targets.
• Domain Expertise: Minimum 5 years of experience selling Cybersecurity solutions (Vulnerability Management Zero Trust Cloud Security or Compliance frameworks).
• Procurement Fluency: Deep understanding of Federal contract vehicles (SEWP GSA ITES-SW2) and agency-specific buying behaviors.
• Strategic Network: An established referenceable network of agency decision-makers influential stakeholders and key Federal channel partners.
• Technical Acumen: The ability to translate complex technical capabilities into clear mission-focused outcomes for Federal customers.
• Collaboration Skills: A history of orchestrating internal multi-functional teamsincluding Sales Engineers Field Marketing and Professional Servicesto streamline the sales cycle.
• Candidates must be willing and able to travel approximately 50% of the time to support regional operations and client engagements.

Were 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 for further assistance.

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