Account Executive

Who you are

• 2 to 3 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, hitting and over-achieving quota in a segment equal to or greater than SMB
• General industry understanding and high-level product knowledge. You know what endpoint security is and what it is for. Deeper expertise is welcome but not required; you will learn the products and the industry as you onboard
• Channel network or reseller experience is a plus
• Some experience creating, maintaining, and executing a territory plan
• Proven ability to convert intent into result through deliberate action
• Open and ready to learn, able to take honest feedback, and eager to work with leadership and peers
• Proactive, communicative, and solution-oriented when something is not working for you or your teammates
• Professional, driven, collaborative, and honest. You look out for your peers
• Excellent written, verbal, and presentation skills
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft
• Bachelor’s degree or equivalent experience

What the job involves

• This role covers a Northern territory, and could include metro areas such as Chicago, Boston or New York
• We’re looking for people who are relentlessly curious and committed to continuous learning
• AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts
• Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes
• As an Account Executive, SMB at SentinelOne, you own the full sales cycle into organizations of 51 to 500 employees
• You bring relevant sales experience and a track record in cybersecurity or SaaS, and you have closed significant deals and exceeded revenue targets before
• In this role you build strong proficiency in SMB territory management and sales
• Navigating the partner community is essential, and your deepening understanding of cybersecurity, deal structure, customer management, and territory specifics becomes a real asset
• Drive revenue across your territory through a mix of outbound prospecting, and partner-sourced opportunities
• Own the full sales cycle: prospecting, discovery, demonstration, negotiation, and close
• Create, maintain, and execute a territory plan, and learn to scale your coverage through the channel
• Work with channel managers, resellers, and the field sales team on joint go-to-market plans that accelerate new logo acquisition
• Prepare for every engagement, internal and external, and organize your effort around hitting and exceeding quota
• Forecast to within 10% of your initial call, deliver an accurate weekly commit, and break key deals out in Clari by quarter and month. No hidden deals
• Present the SentinelOne sales deck with confidence, and structure calls around what you heard, the problem you are solving, MEDDPICC, and the proposed solution
• Prepare, lead, and present to C-Level buyers and below, and pull in leadership when the audience calls for it
• Build product and industry knowledge as you ramp, and keep current on threats, competitors, and the SentinelOne platform
• Respond quickly to internal and external requests, and deliver on what you promised

Benefits

• Medical, dental, and vision coverage
• Employee assistance program
• Gym reimbursement
• Incentive-based challenges
• Mental health and mindfulness
• Unlimited Time Off
• Grandparent Leave
• Volunteer Time Off
• Paid Sick Time
• Paid Holidays
• 16 weeks Gender-Neutral Parental Leave
• Restricted Stock Unit Program
• Flexible Spending Accounts
• Life Insurance
• Short and Long Term Disability Insurance
• 401K
• Team building activities
• Celebrations and social gatherings
• Community volunteering events
• Global all hands and local town hall events