Director, Commercial Sales

Openkrill; United States; Remote; USD 150,000 - 190,000; Full time

Job summary

SentinelOne is seeking a Director, Commercial Sales in the United States to lead a regional team of Commercial Field Account Executives and to execute a data-driven sales strategy. This leadership role requires building a high-performing team, coaching reps to achieve quota, and maintaining strong customer and partner relationships to drive revenue and adoption.

The ideal candidate will demonstrate credibility with customers, a track record of hiring and developing talent, and the ability to run

Qualifications

• Proven record of making individual reps measurably better.
• Experience developing people into larger roles.
• Ability to coach in the moment after a customer conversation.
• Credibility with customers to involve you in key opportunities.
• Strong hiring and retention track record.

Responsibilities

• Lead a regional team of Commercial Field Account Executives and drive the team quota attainment.
• Coach and develop sellers into next-generation sales leaders.
• Recruit, onboard and ramp new talent; retain top performers.
• Set standards and model expected behavior across the team.
• Engage directly in deals to improve outcomes with reps.
• Own the forecast with disciplined opportunity inspection.
• Design and maintain a cadence for pipeline generation and planning (MEDDPICC).
• Lead account and territory planning to gain wallet and market share.
• Build key customer and partner relationships and expand the customer base.
• Collaborate with Sales Engineering, Channel, Partners, PS, CS, Marketing and Support to close deals.

Skills

People leadership

Sales management

Forecasting

MEDDPICC

Account planning

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 a Director, Commercial Sales, you will be tasked with managing a regional team of Commercial Field Account Executives. Success in this role is dependent on the ability to implement and manage an effective sales strategy and operational program and cadence. This includes building strong, productive relationships with prospects, customers, partners, and within the team; recruiting and onboarding new customers; and focusing on growing new business opportunities.

Above all, this is a leadership hire. We are looking for a proven people leader -- someone who has repeatedly made individual sellers better, built and retained teams others want to join, and carried their team through difficult quarters. This role is broad and will require the individual be credible in front of customers alongside their reps, disciplined in inspection, forecasting and reporting, and a capable developer of sales talent. Cybersecurity experience is preferred, however, secondary to demonstrated sales leadership.

What Will You Do?

Primary responsibilities include:

• Leading and Developing the Team:
  • Lead a regional team of Commercial Field Account Executives and own the achievement of your team’s regional quota attainment - measured not only by whether the team hits its number, but by how many of your reps individually hit theirs.
  • Coach, guide and lead your team to create our next generation of sales leaders. Develop sellers continuously rather than only in formal reviews, coach to the behavior rather than the outcome, and measure whether it worked.
  • Build and retain the team. Recruit, onboard and ramp new talent. Retaining strong people in a competitive market is a core part of this role.
  • Set the standard and hold it. Establish what good looks like on this team, model it personally, and expect it from others without requiring escalation to enforce it.
• Running the Business:
  • Engage directly in deals. Work alongside your reps on their most significant opportunities, improving the outcome while building the rep’s own capability rather than substituting for it.
  • Own the forecast. Produce a forecast your leadership can rely on, supported by disciplined opportunity inspection and an accurate view of pipeline health — including where the underlying data requires validation before it can be trusted.
  • Run the operating cadence. Design and maintain a program covering pipeline generation, account and territory planning, and opportunity qualification aligned to MEDDPICC, in which each recurring meeting produces a clear decision and the team’s performance is sustainable without your direct intervention.
  • Lead account and territory planning with tactical execution to gain wallet share from existing customers and market share from the competition.
  • Establish and maintain key customer and partner relationships, and develop strategies for expanding the company’s customer base within your region.
  • Execute as One Team by partnering with Sales Engineering, our Channel organization, Partners, Professional Services, Customer Success, Marketing and Support to close deals and drive revenue and adoption.

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• A demonstrable record of making individual reps measurably better, with specific people and specific outcomes you can describe.
• Experience developing people into larger roles, including promoting from within your own team.
• The ability to coach in the moment - in and immediately after a customer conversation - rather than only in a scheduled review.
• Credibility in front of customers such that reps actively seek your involvement in their most important opportunities, and leave those engagements stronger rather than diminished.
• A track record of hiring well, with a view on how many of your hires are still in seat and how many you would hire again.
• Demonstrated ability to get things done through teams that do not report to you, with enough understanding of their incentives to be worth helping in return.
• The ability to build relationships that cross organizational boundaries, internally and externally, before you need them.
• The ability to communicate, present and influence at all levels of an organization, including executive and C-level.
• Receptiveness to feedback, and the ability to adjust your approach in response to it - or to make a clear, evidence-based case for an alternative view.
• Proven sales management experience, consistently meeting or exceeding targets, and developing client-focused, differentiated and achievable solutions.
• The ability to interpret a complex or imperfect pipeline and commit to a defensible number, with a clear understanding of the distinction between commit, best case and upside.
• Fluency in the underlying sales mathematics - the relationship between activity, pipeline coverage, win rates and attainment - and the ability to explain it without reference to a report.
• Strong attention to detail and comfort working at the individual record and opportunity level, alongside the ability to form a view at portfolio level.
• The ability to build a strategic plan and execute it, delivering expected results, and to prioritize engagement and support in line with the division’s strategic focus.
• Proven experience running an effective operational program and cadence with a focus on pipeline generation and account and opportunity planning, aligned with MEDDPICC opportunity qualification methodology.
• A preference for building repeatable systems over relying on individual effort, and the discipline to hold a standard consistently.
• Persistence that you hold personally and set as an expectation for your team; you do not treat an early objection as a final answer.
• The capacity to manage multiple competing priorities concurrently, and the judgment to sequence them without requiring day-to-day direction.
• Experience working collaboratively with partners and the channel to drive incremental revenue and support partner revenue growth. Existing relationships with channel partners in the region are preferred.
• Excellent listening, organizational, negotiation and presentation skills, with strong oral and written communication.
• Prior experience in a high-growth, fast-paced environment with a growth mindset, technic