Senior Manager of Sales Plays, Tanium
$95-290k
+ Equity
3+ days a week in office (Emeryville, CA)
Security and systems management platform
Be an early applicant
Security and systems management platform
1001+ employees
Be an early applicant
$95-290k
+ Equity
3+ days a week in office (Emeryville, CA)
1001+ employees
Company mission
Tanium's mission is to provide manageability and security at scale for anything with a chip.
Role
Who you are
- 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
- 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
- Experience creating AI agents, with business intelligence dashboards, and similar technologies a bonus, but not required
- 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
What the job involves
- 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
- 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
Our take
For millions of companies, cyber security is high on the agenda, especially as remote working has become the norm. Tanium offers a security and systems management platform that allows real-time data collection at an enterprise scale. It covers customers such as AutoNation, GoDaddy, and Whirlpool who use the company’s software to stay abreast of the ever-increasing level of sophisticated cyber attacks.
A valuable tool for enterprises and government organisations, it partners with leading platforms and service providers across the world like Google Cloud, Oracle and Verizon. In doing so, it allows security and IT teams access to accurate information on the state of endpoints, helping it to realise new levels of business resilience.
Tanium added a former US Defence Secretary to its Board in 2021. A collaboration with Salesforce provided a platform that supports IT service management, remote monitoring and management, and cybersecurity capabilities. In the same year, the appointment of CFO Mark Levine could signal an IPO in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-11% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jan 2021
$150m
LATE VC
Oct 2020
$150m
LATE VC
Total funding: $805.7m
Company benefits
- Equity awards
- Generous benefits package consisting of medical, dental and vision plan
- Family planning benefits
- Health savings account
- Flexible spending account
- Transportation savings account
- 401(k) retirement savings plan
- Business travel accident insurance
- Employee assistance programs
- Disability insurance
Company HQ
Lakeview, Kirkland, WA
Leadership
David Hindawi
(Executive Chairman)Before co-founding Tanium, David founded BigFix Inc, a systems management tool that IBM acquired, and Software Ventures, a leader in telecommunications software. They have several software patents in network communications and systems management.
Orion Hindawi
(Executive Chairman)Before co-founding Tanium with their father, David, Orion worked as the VP of Technology for BigFix, the systems management tool founded by their father. Previously served as CEO for Tanium.
Dan Streetman
(CEO)Previously served as CEO for both Allvue Systems and TIBCO. Experience as EVP of Worldwide Sales & Marketing for BMC Software and as SVP of Worldwide Alliances & Channels for Salesforce.
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