Principal Account Executive (Commercial, West)

SentinelOne, Inc.; New York (NY); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

401K

Unlimited time off

Parental leave

Volunteer time off

Job summary

SentinelOne, Inc. is seeking a Principal Account Executive, Commercial to own our largest, most strategic accounts in the United States. You will lead from the front, close $100K+ ACV deals, and orchestrate a full sales cycle across a defined territory.

You will build a territory plan focused on net-new logo acquisition and platform expansion, run the extended account team, and engage at the executive level with peers and leaders to ensure success.

Qualifications

• Close significant deals, $100K+ ACV, leading from the front.
• Own full sales cycles across a defined territory.
• Develop and execute a territory plan with net-new logo acquisition and platform expansion.
• Run the extended account team and engage executives when needed.

Responsibilities

• 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 with emphasis on net-new logos and platform expansion.
• Run the extended account team with Sales Engineering, Channel, Customer Success, overlays, and leadership.
• Forecast to with in 5% of your initial call with a weekly commit and clear deal breakdowns in Clari.
• Build and present decks and pricing internally and at events.
• Coach peers and be a role model within an IC cadre.
• Stay current on cybersecurity threats and SentinelOne positioning.

Skills

Territory management

Executive-level selling

Forecasting

Deal closing

Partner relationships

Sales presentations

Pricing decks

Tools

Clari

Job description

• 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 Principal Account Executive, Commercial at SentinelOne, you own our largest and most strategic accounts in the segment. You bring a proven track record in cybersecurity sales and you operate as a leader without the title. You model collaboration, proactivity, and organization, you see the big picture, and you take it in stride
• You have demonstrated your ability to close significant deals, $100K+ ACV, leading from the front and consistently exceeding quota. You have already mastered commercial territory management. Your experience, reliability, product knowledge, and ability to make the people around you better are what make you valuable to this team
• 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

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 Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers 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 Represent SentinelOne at industry events, conferences, partner offices, and field marketing in your region Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing Develop and use deep partner relationships to build pipeline and shorten cycles Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform 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 Coach and raise the level of your peers within the bounds of an individual contributor role. You are the role model on the team