SMB Cybersecurity Account Executive - West Coast

Socket.dev; United States; On-site; USD 104,000 - 143,000; Full time

Benefits offered by this job

RSUs

ESPP

Home office allowance

Mobile phone reimbursement

Medical, dental, vision coverage

401(k) with company match

Life and disability insurance

Wellness programs

EAP

Job summary

SentinelOne is seeking an Account Executive, SMB to own the full sales cycle for mid-sized organizations on the West Coast. You will prospect, qualify, demonstrate, negotiate, and close deals while building a scalable territory plan and channel partnerships.

You will engage with C-level buyers, expand knowledge of SentinelOne’s AI-native security platform, and drive revenue in a fast-paced, collaborative environment with a focus on achieving quarterly quotas.

Qualifications

• 2 to 3 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, hitting and over-achieving quota in a segment equal to or greater than SMB.
• General industry understanding and high-level product knowledge. You know what endpoint security is and what it is for. Deeper expertise is welcome but not required; you will learn the products and the industry as you onboard.
• Channel network or reseller experience is a plus.
• Some experience creating, maintaining, and executing a territory plan.
• Proven ability to convert intent into result through deliberate action.
• Open and ready to learn, able to take honest feedback, and eager to work with leadership and peers.
• Proactive, communicative, and solution-oriented when something is not working for you or your teammates.
• Professional, driven, collaborative, and honest. You look out for your peers.
• Excellent written, verbal, and presentation skills.
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.
• Bachelor’s degree or equivalent experience.

Responsibilities

• Drive revenue across your territory through a mix of outbound prospecting, and partner-sourced opportunities.
• Own the full sales cycle: prospecting, discovery, demonstration, negotiation, and close.
• Create, maintain, and execute a territory plan, and learn to scale your coverage through the channel.
• Work with channel managers, resellers, and the field sales team on joint go-to-market plans that accelerate new logo acquisition.
• Prepare for every engagement, internal and external, and organize your effort around hitting and exceeding quota.
• Forecast to within 10% of your initial call, deliver an accurate weekly commit, and break key deals out in Clari by quarter and month. No hidden deals.
• Present the SentinelOne sales deck with confidence, and structure calls around what you heard, the problem you are solving, MEDDPICC, and the proposed solution.
• Prepare, lead, and present to C-Level buyers and below, and pull in leadership when the audience calls for it.
• Build product and industry knowledge as you ramp, and keep current on threats, competitors, and the SentinelOne platform.
• Respond quickly to internal and external requests, and deliver on what you promised.

Skills

Quota attainment

Cybersecurity knowledge

Sales cycle management

Territory planning

Channel / reseller experience

SaaS sales

BD with SMB

Communication skills

Sales tools proficiency

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Clari

LinkedIn Sales Navigator

Salesloft

Job description

SentinelOne is seeking an Account Executive, SMB to own the full sales cycle for mid-sized organizations on the West Coast. You will prospect, qualify, demonstrate, negotiate, and close deals while building a scalable territory plan and channel partnerships.

You will engage with C-level buyers, expand knowledge of SentinelOne’s AI-native security platform, and drive revenue in a fast-paced, collaborative environment with a focus on achieving quarterly quotas.