Account Executive, SMB – North/Northeast

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

📋 Description

• Take charge of the complete sales process within organizations that have between 51 and 500 employees.

• Generate revenue in the Northern territory through proactive outreach and opportunities sourced from partners.

• Manage all aspects of prospecting, discovery, demonstrations, negotiations, and closing deals.

• Develop, sustain, and implement a territory strategy while enhancing coverage through channel partnerships.

• Collaborate with channel managers, resellers, and field sales teams on joint go-to-market strategies to boost new client acquisition.

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

• Provide forecasts within 10% accuracy from the initial call, deliver precise weekly commitments, and break down significant deals in Clari by quarter and month.

• Deliver the SentinelOne sales presentation and tailor discussions to align with customer requirements, MEDDPICC, and proposed solutions.

• Lead presentations directed at C-level executives and other key stakeholders, involving leadership when necessary.

• Cultivate product and industry expertise, remaining informed on threats, competitors, and the SentinelOne platform.

• Respond promptly to both internal and external inquiries and adhere to commitments.

⛳️ Requirements

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

• A solid understanding of the industry and a high-level product knowledge, particularly in endpoint security.

• Experience with channel networks or resellers is advantageous.

• Some background in creating, maintaining, and executing territory plans.

• Demonstrated capability to transform intent into results through intentional actions.

• Open to learning, receptive to constructive feedback, and eager to collaborate with leadership and colleagues.

• Proactive, communicative, and solution-focused when facing challenges for yourself or your team.

• Professional, motivated, collaborative, and honest in approach.

• Exceptional written, verbal, and presentation abilities.

• Proficient in Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.

• Bachelor’s degree or equivalent experience required.

• Authorization to work in the United States is a prerequisite due to the U.S.-based nature of the role and participation in E-Verify.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and paid sick leave

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision insurance

• 401(k) retirement plan with employer matching

• Life and disability insurance

• Health and dependent care Flexible Spending Account (FSA)

• Optional benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal services

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Wellness coaching

• Wellness/gym reimbursement

• Fertility assistance

• Adoption and surrogacy reimbursement