The Basics
As a DSA (hunter) on the Tanium field sales team, you will be responsible for identifying, developing, and closing net new business opportunities. This role is responsible for penetrating untapped markets, building strategic relationships with new prospects, and driving revenue growth through the acquisition of new logos. Success is measured by the ability to
create demand, navigate complex buying cycles, and deliver tailored solutions that align with the unique needs of each new customer. This is a high-impact, outbound-driven role requiring prospecting, consultative selling, and cross-functional collaboration to win new business.
What you’ll do
- Proactively identify and pursue new business opportunities within assigned territory or vertical, with a laser focus on acquiring net new logos.
- Establish trust and credibility with C-suite and senior stakeholders to uncover business challenges and position Tanium as a strategic solution.
- Conduct deep discovery to understand customer pain points, then tailor and present Tanium’s value proposition in a way that resonates with each unique prospect.
- Manage multi-threaded sales engagements involving internal stakeholders and strategic partners to drive alignment and momentum toward close.
- Develop detailed account strategies and opportunity maps that outline key players, business drivers, and mutual action plans to accelerate deal velocity.
- Ensure all prospecting activity and pipeline stages are accurately documented in SFDC to support forecasting and cross-team visibility.
- Consistently meet or exceed quarterly and annual sales targets through disciplined execution, strategic planning, and relentless focus on new logo acquisition.
- Conduct online webinars or in-person presentations to generate qualified leads
- Travel as needed
We’re looking for someone with
- Significant quota-carrying sales experience in SaaS or enterprise technology, with a strong focus on net new logo acquisition.
- Proven success in prospecting, developing, and closing new business in complex B2B environments.
- Familiarity with multi-threaded sales cycles
- Skilled in solution selling, with the ability to map customer pain points to business outcomes.
- Demonstrated ability to build and execute territory plans and account strategies from the ground up.
- Strong communication, presentation, and negotiation skills with executive-level stakeholders.
- Proficiency in CRM tools (e.g., Salesforce) and disciplined pipeline management.
- Highly self-motivated, results-driven, and comfortable operating in a fast-paced, outbound-driven environment.
- Experience selling cybersecurity, compliance, or legal tech solutions to enterprise customers.
- Data-driven mindset with experience using sales analytics and forecasting tools to optimize performance.
- A strong team mentality - selling is a team sport at Tanium, where managing and using virtual resources to tackle large and complex sales cycles is a must have skill
- Proven track record of exceeding quota
- Experience calling on and presenting to C-Suite level contacts
- Background building and cultivating relationships with partner ecosystems to bring a partner-centric go-to-market approach to our customers
- Excellent communication and presentation skills
About Tanium
Tanium delivers the industry's only true real-time cloud-based endpoint management and security offering. Its platform is real-time, seamless, and autonomous, allowing security-conscious organizations to break down silos between IT and Security operations that results in reduced complexity, cost, and risk. Securing more than 32M endpoints around the world, Tanium's customers include Fortune 100 organizations, top US retailers, top US commercial banks, and branches of the U.S. Military. It also partners with the world's biggest technology companies, system integrators, and managed service providers to help customers realize the full potential of their IT investments. Tanium has been named to the Forbes Cloud 100 list for nine consecutive years and ranks on the Fortune 100 Best Companies to Work For. For more information on The Power of Certainty™, visit www.tanium.com and follow us on LinkedIn and X.
On a mission. Together.
At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.
We are an organization with stakeholders around the world and it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.
Taking care of our team members
Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.
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