Senior Manager, Sales Plays

The Basics

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.

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.

This is a hybrid position, which will require in person attendance several days each week in one of the following locations: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.

What You will Do

• 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.

We are Looking for Someone With:

Education:

• BA/BS or equivalent industry experience required.

Experience:

• 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

Other:

• 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

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.

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.

What you'll get

The annual base salary range for this full-time position is $95,000 to $290,000. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.

In addition to an annual base salary, team members will receive equity awards and a 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 with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.

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