Principal Account Executive (Commercial, Midwest)

SentinelOne, Inc.; New York (NY); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

Unlimited Time Off

16 weeks Gender-Neutral Parental Leave

401K

Volunteer Time Off

Gym reimbursement

Life Insurance

Job summary

SentinelOne, Inc. is seeking a Principal Account Executive, Commercial to own our largest, most strategic accounts in the Midwest region and beyond.

You will lead full sales cycles, build strategic territory plans, and coordinate cross-functional teams with Sales Engineering, Channel, and Customer Success. You will develop executive-level relationships, drive net-new logos and platform expansion, and forecast accurately using Clari.

Qualifications

• Proven track record of closing $100K+ ACV deals.
• 5–7 years of successful cybersecurity sales.
• Experience managing large commercial territories.
• Mastery of MEDDPICC or equivalent methodology.
• Strong executive-level selling and relationship-building.

Responsibilities

• Own full sales cycles across a defined territory, including prospecting, qualifying, presenting, negotiating, and closing.
• Build and execute a territory plan with a focus on net-new logo acquisition and platform expansion.
• Run an extended account team with Sales Engineering, Channel, Customer Success, and leadership.
• Engage with executives and win at the C-level.
• Develop and leverage partner relationships to build pipeline.
• Forecast within 5% of initial call using weekly commits in Clari.
• Create and present decks and pricing to prospects and at events.
• Stay current on cybersecurity threats and SentinelOne platform.
• Represent SentinelOne at events, partner offices, and field marketing.

Skills

Sales leadership

MEDDPICC

Territory planning

Executive engagement

Forecasting

CRM (Salesforce)

Clari

Negotiation

Deal closing

Education

Bachelor’s degree or equivalent experience

Tools

Salesforce

Clari

LinkedIn Sales Navigator

Outreach

Actively.ai

Job description

• As a Principal Account Executive, Commercial at SentinelOne, you own our largest and most strategic accounts in the segment
• This role will likely cover a Midwest territory. Qualified candidates should be based in, or willing to relocate to, this region
• Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing
• Build and execute a territory plan that evolves through the year and drives where your activity and focus go, with an emphasis on net-new logo acquisition and platform expansion in existing accounts
• Run the extended account team. Pull in Sales Engineering, Channel, Customer Success, overlays, and leadership at the right moment rather than at the last minute
• Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers
• Develop and use deep partner relationships to build pipeline and shorten cycles
• Forecast to within 5% of your initial call, with an accurate weekly commit, key deals broken out in Clari by quarter and month, and no hidden deals
• Build and present your own decks and pricing, internally, to prospects, and at events
• Coach and raise the level of your peers within the bounds of an individual contributor role. You are the role model on the team
• Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform
• Represent SentinelOne at industry events, conferences, partner offices, and field marketing in your region

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

You bring a proven track record in cybersecurity sales and you operate as a leader without the titleYou model collaboration, proactivity, and organization, you see the big picture, and you take it in strideYou have demonstrated your ability to close significant deals, $100K+ ACV, leading from the front and consistently exceeding quotaYou have already mastered commercial territory managementYour experience, reliability, product knowledge, and ability to make the people around you better are what make you valuable to this teamProven ability to convert intent into result through deliberate action. You prepare for every engagement, respond quickly, and do what you said you would doConsistent closure of $100K+ ACV dealsBachelor’s degree or equivalent experienceMastery of MEDDPICC or an equivalent qualification methodology. You structure calls around what you heard, the problem you are solving, and the proposed solutionStrong industry experience and command of the SentinelOne platform and product suite. You should be able to walk through and teach the platform with easeDeep channel experience: you know how to navigate partners and you have the relationships to prove itOpen to direct feedback and quick to act on it. You are aware of what is happening around you and adjust without being asked5 to 7 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, with a record of hitting and over-achieving quotaProven prospecting and hunting ability, with direct experience building out a commercial territory of large accountsProficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.aiProfessional, driven, collaborative, and honest. You look out for your peers