Principal Account Executive, Commercial
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Job Description
Principal Account Executive selling SentinelOne’s AI-native cybersecurity platform across California. Owning strategic commercial accounts, full sales cycles, partner relationships, and quota performance.
Responsibilities:
- Own full sales cycles across a geographically defined territory, including prospecting, qualifying, presenting, negotiating, and closing.
- Build and execute a territory plan focused on net-new logo acquisition and platform expansion in existing accounts.
- Run the extended account team, coordinating Sales Engineering, Channel, Customer Success, overlays, and leadership.
- Work directly with prospects and customers at the executive level, including C-level buyers.
- Develop and use partner relationships to build pipeline and shorten sales cycles.
- Forecast accurately, including weekly commit and key deals in Clari by quarter and month.
- Build and present decks and pricing internally, to prospects, and at events.
- Coach and raise the level of peers as an individual contributor.
- Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform.
- Represent SentinelOne at industry events, conferences, partner offices, and regional field marketing events.
Requirements:
- 5 to 7 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, with a record of hitting and over-achieving quota.
- Proven prospecting and hunting ability, with direct experience building out a commercial territory of large accounts.
- Consistent closure of $100K+ ACV deals.
- Strong industry experience and command of the SentinelOne platform and product suite.
- Deep channel experience and established partner relationships.
- Mastery of MEDDPICC or an equivalent qualification methodology.
- Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai.
- Bachelor’s degree or equivalent experience.
- Qualified candidates should be based in, or willing to relocate to, California.
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
- Commissions
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