Sr. Enterprise Account Executive - CA

SentinelOne; United States; On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

RSUs

ESPP

Flexible time off

Holidays & sick time

Parental leave

Grandparent leave

Medical, dental, vision

Job summary

SentinelOne is seeking an Sr. Enterprise Account Executive to drive high-stakes sales across regional accounts. You will lead a virtual team of SEs and sponsors, guiding multi-faceted deals in a rapidly growing cybersecurity market.

You will engage CISOs and business leaders, leveraging MEDDPICC, to articulate SentinelOne’s differentiating value and close large-scale opportunities while partnering with channel and alliance partners to expand the pipeline.

Qualifications

• 8+ years selling to Enterprise accounts in MEDDPICC, B2B SaaS.
• 5+ years above-quota sales experience.
• Strong communication and presentation skills with diverse leaders.
• Experience closing deals with avg size $500k+.
• Passionate about cybersecurity and technology.
• Experience in a hypergrowth environment preferred.
• Experience building new pipeline while nurturing existing customers.
• Deep understanding of cybersecurity solutions for Enterprise, CISO level.
• Ability to articulate competitive differentiation and customer value.
• Sales leadership skills to drive campaigns to close.
• Whatever it takes attitude and drive to exceed quotas.
• Experience with channel/alliances GTM.
• Willingness to travel.

Responsibilities

• Generate revenue from regional accounts by following up on leads and selling directly.
• Partner with channel team to drive net-new and recurring revenue.
• Collaborate with channel managers to build pipeline in the territory.
• Be a trusted advisor to customers and become an expert on SentinelOne products.
• Stay informed about competitive landscape and differentiators.
• Provide accurate weekly forecasts to management.
• Meet or exceed sales quotas.

Skills

Enterprise sales

MEDDPICC

SaaS sales

Executive communication

Forecasting

Quota attainment

Channel & alliances

Leadership in campaigns

Self-motivated learner

Channel partnerships

Tools

Salesforce

Job description

Our Purpose

At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.

About Us

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.

What Are We Looking For?

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 Sr. Enterprise Account Executive, you will execute high-stakes sales cycles (averaging $500k+) using frameworks like MEDDPICC to drive revenue from large-scale regional accounts. You will lead a "virtual team" of SEs and executive sponsors while fostering deep VAR and MSP partnerships to scale your pipeline. Acting as a strategic advisor to CISOs, you will leverage deep competitive knowledge to articulate SentinelOne's unique value proposition and differentiation.

What Will You Do?

Primary responsibilities include:

The principal responsibilities for this position are to generate revenue from accounts across the region by following up on multiple lead sources, developing new clients and selling directly to customers while leveraging our channel community. In this position, you will:

• 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
• 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

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• 8+ years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment
• 5+ years of above-quota sales experience, preferably as a Sales Executive/Manager
• Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders
• Experience closing deals with an average deal size of $500k+
• Passionate about sales, the cybersecurity industry, and technology
• Experience in a hypergrowth environment, preferred
• Experience building new pipeline of customers while fostering relationships with existing customers
• Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers
• Ability to identify and articulate competitve differentition and customer value proposition
• Superb organizational and reporting skills, Salesforce experience preferred
• Leadership skills that drive results - Fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, procurement, etc. to effectively advance enterprise sales campaigns to close
• "Whatever it takes" attitude and drive to deliver above-quota performance
• Self-motivated, constant learner, and ability to receive feedback
• Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
• Receptive to feedback and eager to learn
• May require extensive travel

Why SentinelOne?

AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. 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. If you want to build where innovation and impact move together, this is that place.

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)

Time Off & Wellbeing

• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave

Insurance & Financial Security

• Medical, dental, and vision coverage
• 401(k) retirement plan with company match
• Life and disability insurance
• Health and dependent care FSA
• Voluntary benefits (hospital, accident, critical illness)
• Employee Assistance Program (EAP)
• ARAG pre-paid legal
• Nationwide pet insurance