Territory Account Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Take ownership of an annual quota for acquiring new logos and expanding existing accounts within the designated EMEA region.

• Establish and uphold a 4x pipeline coverage through a combination of outbound prospecting, partner-generated opportunities, inbound follow-ups, and account-focused strategies targeting key logos.

• Manage disciplined, multi-threaded sales processes utilizing MEDDPICC (or a similar framework), coordinating with SE, product, legal, security, and executive resources to finalize six- and seven-figure ACV agreements.

• Clearly communicate the TENEX.AI platform, its ROI, and unique selling propositions to both technical decision-makers (CISOs, heads of security operations, VPs of engineering) and economic stakeholders (CIOs, CFOs).

• Address considerations regarding data residency, GDPR, DORA, NIS2, and the AI Act in discussions with customers and partners; tailor messaging and commercial terms specific to each market.

• Cultivate relationships with essential regional partners (GSIs, VARs, MSSPs, hyperscaler field teams) to enhance coverage and facilitate closures.

• Keep precise forecasts in Salesforce; assist in territory planning, provide pricing insights, and contribute to playbook creation as one of the initial representatives in the region.

⛳️ Requirements

• Over 6 years of experience in B2B SaaS sales with quota responsibilities, including a minimum of 3 years focused on enterprise accounts in the EMEA region.

• Proven history of consistently achieving or surpassing $1M+ annual quotas, with multiple six- or seven-figure ACV successes.

• Background in selling technical products to security, IT, or engineering buyers, preferably in areas such as cybersecurity, observability, data infrastructure, DevOps tools, or AI/ML platforms.

• Proficiency in English and at least one additional European language (German, French, Dutch, or a Nordic language) is highly preferred.

• Ability to function effectively in ambiguous situations: you have experience as an early hire, founding AE, or the first representative in a new territory.

• Familiarity with structured sales methodologies (MEDDPICC, Command of the Message, Challenger, or equivalent) and a strong commitment to CRM best practices.

• Willingness to travel 40–60% across the EMEA region and occasionally to the US headquarters.

• Valid work authorization for the EU or UK.

🏝️ Benefits

• Competitive salary and comprehensive benefits package.

• A culture that emphasizes growth and development, providing opportunities to enhance your knowledge in AI, cybersecurity, and emerging technologies.