Account Executive, SMB (West)

SentinelOne; United States; On-site; USD 104,000 - 143,000; Full time

Benefits offered by this job

RSUs

ESPP

Flexible time off

Paid holidays

Paid sick time

Parental leave

Grandparent leave

Medical coverage

Job summary

SentinelOne is seeking an Account Executive, SMB to own the end-to-end sales cycle in a West Coast SMB territory. You will prospect, qualify, demo, negotiate, and close deals while coordinating with channel partners and the field team.

You will develop a detailed territory plan and continually deepen product and security knowledge to win against competitors. You will engage with C-level and mid-market buyers, leveraging MEDDPICC to craft tailored solutions and drive revenue growth.

Qualifications

• 2–3 years of successful sales at SentinelOne or a comparable cybersecurity company.
• Knowledge of endpoint security and cybersecurity concepts.
• Channel network or reseller experience is a plus.
• Experience creating, maintaining, and executing a territory plan.
• Proactive, coachable, and able to learn from leadership.

Responsibilities

• Drive revenue across the assigned SMB territory through outbound and partner-sourced opportunities.
• Own the full sales cycle: prospecting, discovery, demo, negotiation, close.
• Build and execute a territory plan; scale coverage through channel partners.
• Collaborate with channel managers, resellers, and field sales on GTM plans.
• Prepare for engagements and hit or exceed quota with accurate forecasting.

Skills

Sales experience

Cybersecurity knowledge

Communication skills

Collaboration

Education

Bachelor’s degree

Tools

Salesforce

Clari

LinkedIn Sales Navigator

Salesloft

Job description

Our Purpose

At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.

About Us

SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters.

Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity.

What Are We Looking For?

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 Angelos and San Diego.

What Will You Do?

Primary responsibilities include:

• 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.

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• 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.

Why SentinelOne?

AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.

We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:

Equity & Rewards

• Restricted Stock Units (RSUs)
• Employee Stock Purchase Plan (ESPP)

Time Off & Wellbeing

• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave

Insurance & Financial Security

• Medical, dental, and vision coverage
• 401(k) retirement plan with company match
• Life and disability insurance
• Health and dependent care FSA
• Voluntary benefits (hospital, accident, critical illness)
• Employee Assistance Program (EAP)
• ARAG pre-paid legal
• Nationwide pet insurance
• Cancer Care program
• Global business travel medical insurance

Work Perks & Flexibility

• Home office allowance
• Mobile phone reimbursement

Wellness & Lifestyle

• Wellness coach
• Wellness/gym reimbursement
• Fertility coverage
• Adoption & surrogacy reimbursement

This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. The range posted here is the on-target earnings (OTE) for this position, inclusive of base salary and commissions. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.

On Target Earnings

$104,000—$143,000 USD

SentinelOne is proud to be an Equal Employment Opportunity and Affrimative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles.