Senior Director, Federal Sales

Tenable, Inc. • Columbia, MD

12h

About The Position

Tenable is the Exposure Management company, relied upon by 44,000 organizations globally to understand and reduce cyber risk. We support 65 percent of the Fortune 500, 45 percent of the Global 2000, and large government agencies. We foster a culture of belonging, respect, and excellence where employees can be their best selves, working together to build and innovate best-in-class cybersecurity solutions. This role is critical in securing the nation’s most critical infrastructure in an era of evolving digital threats. The Senior Director of Federal Sales will lead a high-performing team across Civilian, Department of Defense (DoD), Intelligence Community (IC), and Federal System Integrator (FSI) sectors. This leader will map the strategic course for the sector, implement annual plans, and drive the adoption of cutting-edge technologies, including Artificial Intelligence, to meet U.S. Government mission requirements. Candidates must be willing and able to travel approximately 50% of the time.

Requirements

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

Responsibilities

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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed