Account Executive, SMB
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Job Description
Account Executive selling SentinelOne’s AI-native cybersecurity platform to SMBs in the U.S. West. Owning full-cycle sales, partner relationships, territory planning, forecasting, and quota attainment.
Responsibilities:
- Own the full sales cycle into organizations of 51 to 500 employees.
- Drive revenue across the West Coast territory through outbound prospecting and partner-sourced opportunities.
- Manage prospecting, discovery, demonstration, negotiation, and close.
- Create, maintain, and execute a territory plan and scale coverage through the channel.
- Collaborate with channel managers, resellers, and field sales on joint go-to-market plans to accelerate new logo acquisition.
- Prepare for engagements and organize efforts around hitting and exceeding quota.
- Forecast within 10% of the initial call, deliver an accurate weekly commit, and break key deals out in Clari by quarter and month.
- Present the SentinelOne sales deck and structure calls around customer needs, MEDDPICC, and proposed solutions.
- Lead presentations to C-Level buyers and below, involving leadership when appropriate.
- Build product and industry knowledge and stay current on threats, competitors, and the SentinelOne platform.
- Respond quickly to internal and external requests and deliver on commitments.
Requirements:
- 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, including knowledge of what endpoint security is and what it is for.
- Some experience creating, maintaining, and executing a territory plan.
- Proven ability to convert intent into result through deliberate action.
- Excellent written, verbal, and presentation skills.
- Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.
- Bachelor’s degree or equivalent experience.
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
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