Account Executive, SMB

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the entire sales cycle for organizations with 51 to 500 employees.

• Generate revenue across the West Coast territory through proactive outbound prospecting and opportunities sourced from partners.

• Oversee prospecting, discovery, product demonstrations, negotiations, and closing deals.

• Develop, maintain, and implement a territory plan while expanding coverage through channel partnerships.

• Collaborate with channel managers, resellers, and field sales teams on cooperative go-to-market strategies to enhance new logo acquisition.

• Prepare for client engagements and coordinate efforts to achieve and surpass sales quotas.

• Provide forecasts within 10% of the initial call, deliver accurate weekly commitments, and categorize key deals in Clari on a quarterly and monthly basis.

• Showcase the SentinelOne sales presentation and tailor conversations according to customer needs, MEDDPICC, and suggested solutions.

• Conduct presentations for C-Level executives and lower-level stakeholders, involving leadership as necessary.

• Enhance product and industry knowledge while staying informed about emerging threats, competitors, and the SentinelOne platform.

• Respond promptly to both internal and external inquiries and fulfill commitments effectively.

⛳️ Requirements

• 2 to 3 years of proven sales success at SentinelOne or a similar or more complex cybersecurity firm, consistently meeting or exceeding quotas in a segment equal to or larger than SMB.

• Comprehensive understanding of the industry and substantial product knowledge, including an understanding of endpoint security and its applications.

• Some experience in creating, maintaining, and executing a territory plan.

• Demonstrated ability to translate intent into tangible results through intentional actions.

• Exceptional written, verbal, and presentation abilities.

• Proficient in 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