Named Account Manager FSI

Your Role:

As the FSI Named Account Manager, you will be at the forefront of driving high-value growth across a portfolio of our most strategic Financial Services and Insurance customers and prospects in the UK. In 2026, “scanning for vulnerabilities” is a baseline commodity; your mission is to help the UK’s banks,
insurers, asset managers, payments providers, and market infrastructure firms transition from reactive patching to proactive Continuous Exposure Management (CEM), evidence operational resilience, and secure the emerging AI frontier.

You will own a defined set of named FSI accounts, driving complex platform adoption across retail and commercial banking (including major institutions such as HSBC and Barclays), investment banking and capital markets, insurance and reinsurance, wealth and asset management, payments, and fintech. By unifying risk data across IT, Cloud, Identity, and Operational Technology (OT) using the Tenable One platform, you will help CISOs, CIOs, CROs, and Heads of Operational Resilience materially reduce cyber risk to their customers, their markets, and their firms.

This role requires an owner mindset — someone who combines high activity levels, strong channel execution, and cross-functional orchestration to expand our install base, deepen strategic partnerships, and close transformational deals within regulated financial institutions.

Your Opportunity:

• Strategic Named Account Ownership: Develop and execute high-touch account plans across your named FSI accounts, targeting new logo acquisition and deep account expansion across banking, insurance, capital markets, asset and wealth management, payments, and fintech organizations.
• The Power of Presence: While we embrace modern hybrid working models, we believe trust in financial services is built in person. You will spend time in the field (up to 50% UK travel) at customer offices and operations centres, conducting executive briefings, leading strategic workshops, and building rapport with senior security, technology, and risk leaders face-to-face.
• Channel & Ecosystem Leverage: Capitalize on Tenable’s channel-first model and the procurement routes used by regulated financial institutions. Collaborate hand-in-hand with leading UK VARs, Global System Integrators (GSIs), consultancies, MSSPs, and cloud marketplaces to co-sell, build joint pipeline, and navigate vendor onboarding, third-party risk, and procurement processes.
• Sell the “Platform & AI” Vision: Lead consultative engagements centered around the Tenable One Exposure Management Platform, leveraging Tenable’s latest AI thought leadership — including securing frontier AI models — to help CISOs, CTOs, CROs, and finance/procurement leaders map attack paths and quantify cyber risk in business and financial terms.
• Master Complex Infrastructures: Help FSI organizations bridge the gap between legacy core banking and mainframe estates, cloud-native workloads, and operational technology across key domains including retail and commercial banking, capital markets, insurance, payments, and data centre and facilities environments.
• Cross-Functional Orchestration: Act as the conductor of your named accounts by orchestrating local and global support resources including dedicated Enterprise Sales Engineers, Business Development, Partner Managers, and Executive Sponsors.
• Predictable Execution & Pipeline Hygiene: Maintain pristine CRM hygiene (Salesforce, Clari) and apply strict operational discipline to deliver accurate, data-backed forecasting and pipeline analysis, including visibility of customer budget cycles, regulatory deadlines, and procurement timelines.

What We're Looking For:

• Proven FSI Track Record: 7+ years of enterprise B2B SaaS experience, with a demonstrably successful track record of meeting/exceeding quota by closing complex, multi-year, 6- and 7-figure deals within UK financial services and insurance or the FSI cybersecurity market.
• Network: Extensive and established network of contacts across your target FSI accounts.
• Sales Methodology Expertise: Deep working knowledge and disciplined execution of structured enterprise sales frameworks, specifically MEDDPICC (or MEDDIC), to qualify, manage, and accelerate complex multi-stakeholder FSI deals.
• Channel-First Mindset & Procurement Savvy: Strong working relationships and proven co-selling success alongside UK tier-one cybersecurity channel partners, distributors, GSIs, and consultancies serving financial institutions, along with familiarity navigating bank and insurer vendor onboarding, third-party risk assessment, and procurement processes.
• The “Exposure” & AI Mindset: Strong understanding of modern cyber threats, Zero-Trust frameworks, cloud security, and the emerging risk landscape surrounding AI adoption in financial services.
• High EQ & Strategic Relationship Building: Excellent listening and communication skills with the diplomacy required to navigate complex, matrixed financial institutions and move from “vendor” to “trusted security partner.”
• Field-Driven & Self-Motivated: High energy and a passion for being in front of FSI clients and partners, willing to travel across the UK (50%+ of the time) to drive engagement.
• Technical & Regulatory Agility: Comfortable hosting business-outcome discussions with senior FSI stakeholders, while staying agile on the regulatory and policy drivers impacting UK financial services, such as PRA/FCA operational resilience requirements (important business services and impact tolerances), PRA SS2/21 outsourcing and third-party risk management, the UK Critical Third Parties regime, EU DORA for firms with EU operations, Bank of England CBEST threat-led testing, PCI DSS, SWIFT CSP, and UK GDPR.

Why Tenable in 2026?

• Undisputed Market Leader: Consistently named an Exposure Management leader by Gartner, IDC, and Forrester.
• AI Thought Leadership: Pioneering cybersecurity solutions that secure the new AI frontier, supported by strategic industry partnerships and AI-driven platform innovations.
• Unmatched FSI Portfolio: Work with a best-in-class product suite including Tenable One, Tenable Cloud Security, Identity Exposure, and our market-leading OT Security platform.
• Tangible Real-World Impact: Help secure the institutions that safeguard customers’ savings, payments, and insurance protection, and strengthen the resilience of the UK’s financial system.

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