Enterprise Account Executive - SLED, Higher Ed (North)

SentinelOne, Inc.; Massachusetts; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Restricted Stock Units (RSUs)

Employee Stock Purchase Plan (ESPP)

Flexible time off

Paid holidays and sick time

Home office allowance

Mobile phone reimbursement

Wellness/gym reimbursement

Adoption & surrogacy reimbursement

Job summary

SentinelOne, Inc. is seeking an Enterprise Account Executive (SLED, North) to drive regional revenue through a channel-centric approach. You will own the full sales lifecycle—from prospecting to close—within state, local, and education accounts and work closely with VARs and MSPs.

Ideal candidates have 5+ years selling to Enterprise customers in SaaS, a MEDDPICC background, and a deep understanding of public sector procurement. Relocation to MA or nearby is a plus; some travel is expected.

Qualifications

• Experience selling into State, Local and Education accounts incl. procurement processes.
• 5+ years in Enterprise SaaS sales with above-quota success.
• Ability to navigate public sector procurement and Higher Education buying committees.
• Strong channel and alliance partnerships experience.

Responsibilities

• Run a sophisticated sales process from prospecting to closure.
• Partner with our channel team to drive net-new and recurring revenue.
• Partner with channel managers to build pipeline and grow revenue for the territory.
• Navigate public sector procurement to advance and close SLED opportunities, incl. state/local contracts.
• Be an influential partner for customers and become an expert of SentinelOne products.
• Prepare and provide accurate forecasts to management weekly.
• Consistently meet or exceed sales quotas.

Skills

SLED sales

MEDDPICC

Enterprise SaaS

Public sector

Channel partnerships

Forecasting

Quotas achieved

Tools

Salesforce

Job description

When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. 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.

As an Enterprise Account Executive, SLED (North), you will be tasked with driving regional revenue by executing a sophisticated, channel-centric sales strategy that leverages deep partnerships with VARs and MSPs, owning the entire sales lifecycle from aggressive pipeline generation via the MEDDPICC methodology through to navigating complex procurement processes, and positioning SentinelOne's endpoint security solutions as the premier choice in a highly competitive market. By combining a deep understanding of the cybersecurity landscape with close internal collaboration, you will align our cutting-edge product offerings with the mission-critical security needs of SLED customers across the North region.

We strongly prefer candidates with successful track records selling into Higher Education, based in (or willing to relocate to) OH, IL, MA, NY, PA, MI, or NJ. This role may require extensive travel.

Responsibilities

• Run a sophisticated sales process from prospecting to closure in collaboration across the organization.
• Partner with our channel team to drive both net-new and recurring revenue.
• Partner with channel managers to build pipeline and grow revenue for the assigned territory.
• Navigate public sector procurement to advance and close SLED opportunities, including state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees.
• Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products.
• Prepare and provide accurate forecasts to management on a weekly basis.
• Consistently meet, or exceed, sales quotas.

Qualifications

• Experience selling into State, Local, and Education (SLED) accounts, including public sector procurement processes, cooperative and state contract vehicles, budget and funding cycles, and Higher Education buying committees.
• 5 or more years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment, including 5 or more years of above-quota sales experience, preferably as a Sales Executive/Manager; Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers, with the ability to identify and articulate competitive differentiation and customer value proposition.
• Experience building new pipeline of customers while fostering relationships with existing customers, including work with channel and alliance partners and a strong understanding of channel-centric GTM approaches.
• Leadership skills that drive results, fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, and procurement to effectively advance enterprise sales campaigns to close.
• Superb organizational and reporting skills, with Salesforce experience preferred.
• Passion for sales, the cybersecurity industry, and technology, paired with a "whatever it takes" attitude, self-motivation, a constant-learner mindset, and the ability to receive feedback.

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. 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)
• Flexible time off
• Paid company holidays and paid sick time

Insurance & Financial Security

• Medical, dental, and vision coverage
• 401(k) retirement plan with company match
• Life and disability insurance
• Employee Assistance Program (EAP)
• ARAG pre-paid legal
• Global business travel medical insurance

• Home office allowance
• Mobile phone reimbursement
• Wellness/gym reimbursement
• Adoption & surrogacy reimbursement

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. On Target Earnings

$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.