# Principal Customer Success Manager

**Company**: Tenable
**Location**: London
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/tenableinc/jobs/5474141008?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/job/principal-customer-success-manager-473afd71-929/

## Description

We are seeking a Principal Customer Success Manager to own renewals and expansion for 30 to 40 of Tenable's strategic customers, including the largest account in EMEA.

Your 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.

Key responsibilities:

- Own the full renewal cycle for a multi-million book, with retention as your first measure

- Spot churn and downgrade risk early, using adoption data and your own judgement

- Negotiate enterprise contracts that protect revenue and open the door to more

- Run strategic discovery with senior stakeholders to uncover high-value opportunities

- Build the business case for upsell and cross-sell across the Tenable platform

- Carry an expansion quota, and take ownership of the number

- Plan each account together with Territory Managers and Solutions Engineers

- Lead critical escalations, and bring in Engineering, Support and Professional Services at pace

- Share what you hear from customers, so it shapes our product and service

- Set the playbook for renewals and expansion in strategic accounts

- Mentor junior and senior CSMs, and show them what great looks like

- Build the experience and profile that opens a path to team leadership

What success looks like:

- By six months: a plan and a trusted forecast for every strategic account, and a senior contact in each one

- By twelve months: retention ahead of baseline, double-digit growth in your book, and a team that looks to you for best practice

Requirements:

- A sales background, with a record of meeting or beating quota through renewals, upsell and cross-sell

- Experience of large, complex accounts and enterprise contract negotiation, ideally using a structured method such as MEDDPICC

- The standing to build trusted relationships with senior leaders in large organisations

- Comfort with visibility: you share account status openly and welcome scrutiny

- A team player who shares knowledge freely and enjoys helping others grow

- A hands-on approach: you build your own quotes and keep your own Salesforce records

- Curiosity about new tools, including AI-led churn tracking, and an eye for what the data says

- Availability for three office days a week in London, and travel up to 25% of the time

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## Skills

### Required
- sales
- customer success
- enterprise contract negotiation
- MEDDPICC

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/tenableinc/jobs/5474141008?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)