Territory Account Manager

TENEX.AI·Remote·Work From Anywhere
Customer Success
Salesforce

WFA Digital Insight

As demand for AI-driven cybersecurity solutions continues to surge, companies like TENEX.AI are at the forefront of innovation. With the global cybersecurity market projected to reach $300 billion by 2027, skilled professionals in this space are in high demand. The Territory Account Manager role at TENEX.AI represents a unique opportunity for sales professionals to capitalize on this trend, leveraging their expertise in B2B SaaS sales and cybersecurity to drive revenue growth across EMEA. Candidates should be prepared to demonstrate their ability to navigate complex sales cycles and articulate the value of AI-native solutions to technical buyers.

Job Description

About the Role

The Territory Account Manager position at TENEX.AI is a key role in driving the company's expansion across EMEA. As one of the first commercial hires in the region, the successful candidate will be responsible for generating pipeline and revenue growth, with a focus on landing and expanding mid-market and enterprise customers. This is a full-cycle quota-carrying role that requires a deep understanding of the cybersecurity landscape and the ability to articulate the value of TENEX.AI's AI-native solutions to technical buyers.

The role will involve significant travel across EMEA, meeting with customers, partners, and prospects to build relationships and drive sales growth. The Territory Account Manager will report to the SVP of EMEA and work closely with the founding team to shape the company's go-to-market motion in the region.

TENEX.AI is a fast-growing startup backed by leading investors, including Andreessen Horowitz, Crosspoint Capital Partners, and Shield Capital. The company is revolutionizing the AI-Native MDR landscape, and this role represents a unique opportunity to be part of a rapidly scaling team.

What You Will Do

  • Carry a quota and own pipeline generation and revenue growth across assigned EMEA territory
  • Generate pipeline through a mix of outbound prospecting, partner-sourced opportunities, inbound follow-up, and account-based plays
  • Run complex sales cycles using MEDDPICC or equivalent, orchestrating sales engineering, product, and executive resources to close six- and seven-figure ACV deals
  • Articulate the TENEX.AI platform, ROI, and differentiation to technical buyers and economic buyers
  • Operate in EMEA, navigating data residency, GDPR, DORA, NIS2, and AI Act considerations with customers and partners
  • Develop the ecosystem, building relationships with key regional partners to accelerate coverage and close deals
  • Maintain accurate forecasts in Salesforce and contribute to territory planning, pricing feedback, and playbook development
  • Travel extensively across EMEA, meeting with customers, partners, and prospects
  • Collaborate with the founding team to shape the company's go-to-market motion in EMEA

What We Are Looking For

  • 6+ years of quota-carrying B2B SaaS sales experience, with at least 3 years selling into enterprise accounts in EMEA
  • Demonstrable track record of consistently hitting or exceeding
    M+ annual quotas, including multiple six- or seven-figure ACV wins
  • Experience selling a technical product to security, IT, or engineering buyers, with a focus on cybersecurity, observability, data infrastructure, DevOps tooling, or AI/ML platforms
  • Fluency in English plus at least one additional European language, with German, French, Dutch, or a Nordic language strongly preferred
  • Structured sales methodology, such as MEDDPICC, and rigorous CRM hygiene
  • Willingness to travel 40-60% across EMEA and occasionally to US HQ
  • EU or UK work authorization

Nice to Have

  • Existing network of CISOs, SecOps, and other key decision-makers in the cybersecurity space
  • Experience selling AI-native solutions or MDR services
  • Familiarity with Salesforce and other sales tools

Benefits and Perks

  • Competitive salary and commission structure
  • Equity in a rapidly growing startup
  • Comprehensive health insurance and other benefits
  • Generous PTO and remote work stipend
  • Opportunity to work with a talented team of industry experts
  • Professional development and growth opportunities
  • Access to the latest tools and technologies in the cybersecurity space

How to Stand Out

  • Develop a deep understanding of the cybersecurity landscape and the value proposition of AI-native solutions to stand out in the application process
  • Showcase your ability to articulate complex technical concepts to both technical and economic buyers
  • Highlight your experience with structured sales methodologies, such as MEDDPICC, and rigorous CRM hygiene
  • Be prepared to provide specific examples of your sales achievements and strategies for driving revenue growth
  • Research the company's culture and values to demonstrate your fit with the team and your enthusiasm for the role
  • Prepare questions to ask the interviewer about the company's vision, growth plans, and expectations for the role

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