{"id":3917318,"url":"https://alion.io/job/tenable-principal-customer-success-manager","title":"Principal Customer Success Manager","company":{"id":6599,"name":"Tenable","domain":"tenable.com","url":"https://alion.io/company/tenable","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"A","score":88,"open_postings":4,"ghost_share":0,"stale_share":0.5,"repost_share":0,"time_to_fill_p50_days":53,"computed_at":"2026-11-12T10:38:37Z"}},"role":"Customer Success","role_family":"Customer Success","seniority":"lead","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["London, United Kingdom"],"countries":["GB"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-11-07T12:17:45Z","employer_posted_date":"2026-11-07","last_verified_at":"2026-11-13T02:35:12Z","board_verified":true,"closed_at":null,"days_open":5,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":5},"description":"Who is Tenable?\nTenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies. Come be part of our journey!\nWhat makes Tenable such a great place to work?\nAsk a member of our team and they’ll 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 you’re 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!\nYour Role:\nYou have built a career carrying a number, and now you want to grow big accounts for the long term. This role is for you. You will own renewals and expansion for 30 to 40 of Tenable's strategic customers, including the largest account in EMEA. Retention and growth in these accounts is now a top priority, so your impact will be visible fast. You will be in front of customers and in the room with senior leaders, working side by side with our Enterprise and Commercial Territory Managers and Solutions Engineers as an equal. This is a sales role with a Customer Success title.\nYour Opportunity:\nYour mandate is to keep our largest customers and grow them. You will protect recurring revenue, find the next opportunity in every account, and set the standard for what a Principal CSM looks like at Tenable. Keep our biggest customers, and keep them growing strategic customers stay when they see the value. You will make it clear, and make it last.\nOwn the full renewal cycle for a multi-million book, with retention as your first measure.\n\nSpot churn and downgrade risk early, using adoption data and your own judgement.\n\nNegotiate enterprise contracts that protect revenue and open the door to more.\n\nTurn every account into the next big deal, renewals and expansion are an equal share of the role.\nRun strategic discovery with senior stakeholders to uncover high-value opportunities.\n\nBuild the business case for upsell and cross-sell across the Tenable platform.\n\nCarry an expansion quota, and take ownership of the number.\nWin as one account team, you and the Territory Manager are partners, and you often carry the bigger number.\nPlan each account together with Territory Managers and Solutions Engineers.\n\nLead critical escalations, and bring in Engineering, Support and Professional Services at pace.\n\nShare what you hear from customers, so it shapes our product and service.\n\nShape what Principal means, this is still a new level for us, and you will help define it.\nSet the playbook for renewals and expansion in strategic accounts.\n\nMentor junior and senior CSMs, and show them what great looks like.\nBuild the experience and profile that opens a path to team leadership.\n\nWhat success looks like\nBy six months: a plan and a trusted forecast for every strategic account, and a senior contact in each one.\n\nBy twelve months: retention ahead of baseline, double-digit growth in your book, and a team that looks to you for best practice.\n\nWhat You'll Need:\nA sales background, with a record of meeting or beating quota through renewals, upsell and cross-sell.\n\nExperience of large, complex accounts and enterprise contract negotiation, ideally using a structured method such as MEDDPICC.\n\nThe standing to build trusted relationships with senior leaders in large organisations.\n\nComfort with visibility: you share account status openly and welcome scrutiny.\n\nA team player who shares knowledge freely and enjoys helping others grow.\n\nA hands-on approach: you build your own quotes and keep your own Salesforce records.\n\nCuriosity about new tools, including AI-led churn tracking, and an eye for what the data says.\n\nAvailability for three office days a week in Staines, and travel up to 25% of the time.\n\nInterview Process\nRecruiter Screen - 1st Stage - Virtual\nHiring Manager Interview - 2nd Stage - Virtual/F2F\nPanel Interview - 3rd Stage - F2F\nSenior Leader Interview - 4th Stage - Virtual/F2F\nExec Level Call - Final Stage - Virtual\nWe’re 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.\nTenable Data Consent Statement\nTenable is committed to protecting the privacy and security of your personal data. Depending on your location, one or more of the following notices may apply to you:\nGeneral Applicant Privacy Notice\nCalifornia Applicant Privacy Notice\nEU/EEA/UK Applicant Privacy Notice","description_format":"text","description_chars":5003,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Cloud Security","Information Security","Vulnerability Management"],"lifecycle":[{"event":"open","at":"2026-11-07T13:26:44Z"}],"visa":[],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":4,"expected_fill_days":53,"reasons":["conf:3","velocity","win:early"],"computed_at":"2026-11-12T10:38:37Z"},"pay":null,"html_url":"https://alion.io/job/tenable-principal-customer-success-manager","json_url":"https://alion.io/job/tenable-principal-customer-success-manager.json","meta":{"generated_at":"2026-11-13T04:02:00Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":8559,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-14T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":6599},"rest":"https://alion.io/mcp/rest/get_company?id=6599"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Ftenable-principal-customer-success-manager"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"free","price":{"credits":0,"usd":0},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Ftenable-principal-customer-success-manager"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Ftenable-principal-customer-success-manager"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/tenable-principal-customer-success-manager\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Ftenable-principal-customer-success-manager"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3917318}},{"tool":"search_jobs","arguments":{"company":"tenable.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3917318},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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