Account Executive (Small and Medium Business (West)

SentinelOne, Inc.; New York (NY); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Employee assistance program

Gym reimbursement

Parental Leave

Job summary

SentinelOne, Inc. is seeking an Account Executive, SMB to own the full sales cycle for organizations with 51–500 employees across the West Coast, including Los Angeles and San Diego. You will prospect, discover, demonstrate, negotiate, and close deals while building a robust territory plan.

Expect collaboration with channel partners and a focus on rapid, data-driven closing strategies. You should bring a track record in cybersecurity or SaaS, with 2–3 years of quota-attainment in SMB or larger

Qualifications

• 2–3 years of successful sales performance at SentinelOne or similar cybersecurity/SaaS company, hitting and over-achieving quota in SMB or larger segments
• Bachelor’s degree or equivalent experience
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft
• Ability to develop and execute a territory plan and work with channel partners

Responsibilities

• Own the full sales cycle: prospecting, discovery, demonstration, negotiation and close
• Create, maintain, and execute a territory plan and scale coverage through the channel
• Collaborate with channel managers, resellers, and field sales on go-to-market plans
• Forecast to within 10% and present weekly commits; define key deals in Clari
• Present to C-Level buyers and leadership when needed
• Build product and industry knowledge and stay current on threats and SentinelOne platform

Skills

Deliberate action

Territory management

Communications

Sales cycle execution

C-Level engagement

Negotiation

Forecasting

Education

Bachelor’s degree or equivalent experience

Tools

Salesforce

Clari

LinkedIn Sales Navigator

Salesloft

Job description

• 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
• This role covers a West Coast territory, including metro areas such as Los Angeles and San Diego
• 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

• Proven ability to convert intent into result through deliberate action
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft
• Some experience creating, maintaining, and executing a territory plan
• Proactive, communicative, and solution-oriented when something is not working for you or your teammates
• Excellent written, verbal, and presentation skills
• 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
• Professional, driven, collaborative, and honest. You look out for your peers
• Open and ready to learn, able to take honest feedback, and eager to work with leadership and peers
• Bachelor’s degree or equivalent experience