Account Executive, SMB (West)

Summary

SentinelOne is an AI-native cybersecurity company providing unified protection across endpoint, cloud, identity, data, and AI systems. The Account Executive, SMB owns the full sales cycle for organizations with 51 to 500 employees, driving revenue through prospecting and partner-sourced opportunities, managing a West Coast territory, and exceeding sales quotas.

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

• 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
• 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
• Channel network or reseller experience is a plus

Qualifications

Must Haves

• 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
• 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

Nice to Haves

• Channel network or reseller experience is a plus

Benefits

• Restricted Stock Units (RSUs)
• Employee Stock Purchase Plan (ESPP)
• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave
• 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
• Cancer Care program
• Global business travel medical insurance
• Home office allowance
• Mobile phone reimbursement
• Wellness coach
• Wellness/gym reimbursement
• Fertility coverage
• Adoption & surrogacy reimbursement