Reporting to the CRO, the Senior Director of Lead Generation drives lead generation strategy through the management of the lead generation sales organizations in the Americas, EMEA, and APAC. Working with marketing, sales, and the channel organization. Drives better integration and alignment between marketing and sales in order to achieve short- and long-term sales goals. Owns the overall productivity and effectiveness of the lead generation sales organization.
Leads, motivates, trains and inspires a large and talented Sales Development Representative organization across global offices. Creates a culture of accountability by setting appropriate metrics and linking compensation to pipeline generation results. Measures and analyzes productivity and effectiveness across the sales cycle, identifying and removing obstacles.
Clearly communicates and integrates strategy across all functions, monitoring and adjusting as needed to meet revenue goals. Assumes a long-term, integrated perspective with a passion for driving short-term (quarterly) results.
Builds systematic process of continuous improvements in ways that are repeatable and predictable in order to deliver sustainable revenue success. Identifies and resolves process and scale issues to better enable sales.
Monitors pipelines to determine the level of risk in obtaining desired goals, making adjustments as needed to accelerate revenue in this hyper-growth environment.
Continually works to improve alignment with other functions to garner support for inside sales organization.
Provide executive management with regular reporting metrics related to cold calling and all other outboard sales endeavors.
Manage and ensure all execution and messaging coming from the SDRs matches corporate and sales' strategies.
What you'll need:
Bachelor's degree in Business or Marketing preferred
5 years buiding and running SDR teams globally
10+ years' global experience in marketing or sales organizations with a track record of exceeding targets, preferably in a security software environment
Proven success in setting and executing against sales and operational plans and creating short- and long-term strategies
Demonstrated expertise in written and verbal communication; strong skills in identifying and utilizing appropriate communication channel and approach. Excellent presentation skills
A proven track record of gaining trust and respect by consistently demonstrating sound critical-thinking skills and maintaining composure in stressful situations
Demonstrated analytical and financial acumen
Strong collaboration, negotiation and influencing skills
Ability to express a high-level of decisiveness
Proven ability to navigate and thrive in a rapidly changing environment
It is the commitment of Tenable to promote Equal Employment Opportunity (EEO) through adherence to equal employment opportunity laws and regulations at the international, federal, state, and local levels to which Tenable is subject.
Tenable Network Security