Senior Manager, Sales Plays

Tanium Inc.•Addison, IL

46d•$95,000 - $290,000•Hybrid

About The Position

As a Senior Manager of Sales Plays, you will lead efforts to develop, execute, and optimize high-impact sales plays across the organization and provide supporting competitive analysis. This role will partner closely with Product Marketing and Management, Sales and Enablement, Corporate Marketing, Revenue Operations, and other cross-functional teams design and deploy scalable, repeatable plays that drive pipeline generation, accelerate deal velocity, and improve win rates. You will be responsible for defining, prioritizing and operationalizing sales plays aligned to go-to-market strategy, competitive strategy, buyer personas, and key business objectives. Collaborating with Product Marketing, you will translate messaging and positioning into actionable sales motions. Partnering with Sales Enablement, you will be ensuring that sellers and partners are effectively trained and that Sales Plays and Competitive Intelligence are adopted and reinforced. This role requires a strong blend of analytical rigor, storytelling, and strategic thinking, with the ability to build scalable tools and frameworks that drive alignment and action across the organization. This is a hybrid position, which will require in person attendance several days each week in one of the following locations: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.

Requirements

BA/BS or equivalent industry experience required.
5+ years of experience in B2B sales, sales enablement, product management, product marketing, or revenue operations, preferably a combination of disciplines or highly cross-functional roles
Experience in SaaS or technology industry
Proven track record of designing and executing successful sales plays, competitive, or GTM programs
Strong understanding of sales processes, buyer journeys, and enterprise selling
Excellent communication, project management, and stakeholder engagement skills
Experience with CRM and sales enablement platforms (e.g., Salesforce, Highspot, Seismic), and competitive platforms (e.g., Klue, Crayon)
Strategic thinker with a bias for action and results
Strong presentation skills are required. Must be comfortable speaking in front of all levels from entry-level employees to the C Suite
You are a team player, knowing how to work well cross-functionally to rally teams around your strategy and plans
You can balance both the art and science of marketing - having great creative intuition and an insatiable appetite for data and insights
You possess excellent business judgment; ability to prioritize independently, overcome blockers, create clarity, and move forward even in ambiguous circumstances
A profound sense of ownership and accountability is required along with the ability to influence (and inspire) and sometimes skeptical audiences

Nice To Haves

Experience creating AI agents, with business intelligence dashboards, and similar technologies a bonus, but not required

Responsibilities

Build and maintain modular playbooks tailored to buyer personas, verticals, and use cases to drive sales productivity (reps and pre-sales). These are aligned to product direction, launches, campaign themes, and GTM priorities.
Support ongoing analysis of competitors' products, pricing, messaging, and go-to-market strategies.
Collaborate with Sales Enablement to deliver training and reinforcement programs for sales plays and competitive efforts.
Work closely with Product Marketing, Field Enablement, and Sales Leadership to ensure competitive insights are actionable.
Partner with Demand Gen and Sales/Revenue Operations to measure material adoption and impact on pipeline and win rates.