Enterprise Account Executive (SLED, West)

SentinelOne, Inc.; New York (NY); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

401K

RSU Program

Paid Holidays

Paid Sick Time

Gym reimbursement

Job summary

SentinelOne, Inc. is seeking an Enterprise Account Executive for the West (SLED) region to drive regional revenue through a sophisticated channel-centric sales strategy.

The role requires closing complex, $500k+ deals by leveraging MEDDPICC and navigating public sector procurement, including state and local contracts. You will align SentinelOne’s endpoint security solutions with the security needs of SLED customers, collaborate with channel managers, and build robust pipelines while forecasting

Qualifications

• 5+ years selling to Enterprise accounts in a MEDDPICC framework.
• Experience with public sector procurement processes (SLED).
• Proven track record closing $500k+ deals and managing complex cycles.

Responsibilities

• Drive regional revenue using a channel-centric strategy with VARs and MSPs.
• Own the full sales lifecycle from prospecting to closure.
• Collaborate with channel team to grow net-new and recurring revenue.
• Navigate public sector procurement, RFPs, and state/local contracts.
• Provide accurate weekly forecasts and exceed sales quotas.

Skills

MEDDPICC

SLED sales

Channel partnerships

Forecasting

Sales leadership

Education

Bachelor's degree in Business or related field

Tools

Salesforce

CRM

Job description

• As an Enterprise Account Executive, SLED (West), 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 West region
• 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
• Stay well educated and informed about SentinelOne’s competitive landscape and how to sell the value of our solutions and competitive differentiation
• Prepare and provide accurate forecasts to management on a weekly basis
• Consistently meet, or exceed, sales quotas

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

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; experience in a hypergrowth environment is preferredExperience 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 committeesDeep 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 propositionLeadership 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 closeSuperb organizational and reporting skills, with Salesforce experience preferredStrong communication and presentation skills, both internally and externally, with the ability to engage with a variety of technical and business leadersExperience closing deals with an average deal size of $500k or moreA successful track record selling into Higher Education is strongly preferred, with candidates based in (or willing to relocate to) CO, NV, CA, OR, WA, or AZPassion 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 feedbackExperience 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