Regional Sales Director (Mediterranean) - Italy, Spain, Portugal

Your Role:

The Regional Sales Director is responsible for leading Tenable’s sales team across the Mediterranean region (Italy, Spain, and Portugal). In this role, you will map the course, develop the regional go-to-market strategy, implement annual execution plans, and hold full accountability for driving revenue growth, market penetration, and pipeline health across the territory.

Your Opportunity:

• Act as the front-line leader for the Mediterranean sales team, coaching high-performing Enterprise Account Executives to achieve and exceed revenue targets.
• Accurately manage, inspect, and report in a predictable manner on all aspects of pipeline development and forecasting using standard sales methodologies.
• Formulate and execute a strategic Go-To-Market (GTM) plan tailored to the Italian, Spanish, and Portuguese enterprise security markets.
• Lead complex negotiations for large enterprise deals involving Tenable’s full Exposure Management platform (Tenable One).
• Expand and leverage strategic channel partnerships, MSSPs, and system integrators across Southern Europe to accelerate new business acquisition.
• Directly manage key strategic customer accounts, serving as an executive sponsor to build long-term relationships with regional CISOs and IT security leaders.
• Collaborate closely with cross-functional leadership including Sales Engineering, Channel, Field Marketing, Legal, Finance, and Professional Services to maximize regional growth.

What You'll Need:

• 3+ years of senior-level sales management experience leading direct reports in a fast-paced enterprise software/SaaS environment.
• 10+ years of specialized cybersecurity experience selling complex solutions across Exposure Management, Vulnerability Management, Cloud Security (CNAPP), Identity Security, OT/IoT, or Security Analytics.
• Proven track record in quota-carrying enterprise sales with a history of consistently exceeding targets.
• Strong mastery of the MEDDPICC framework and rigorous pipeline management.
• Extensive experience navigating complex enterprise sales cycles, pricing negotiations, and commercial terms in Southern Europe.
• Deep expertise in driving joint go-to-market strategies with key regional channel partners, distributors, and global system integrators (GSIs).
• Native or business-fluent proficiency in Spanish or Italian, alongside fluent English. Proficiency in Portuguese is a strong asset.
• Extensive network and referenceable relationships with enterprise accounts, key cybersecurity decision-makers, and partners across Spain, Italy, and Portugal.
• Demonstrated passion for hiring, developing, and coaching diverse sales talent.
• Ability to travel regularly within the Mediterranean region as needed (up to 50%).