Principal Account Executive, Commercial

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

📋 Description

• Manage the complete sales process within a designated geographic area, which includes prospecting, qualifying, presenting, negotiating, and closing sales.

• Create and implement a territory strategy aimed at acquiring new logos and expanding the platform within existing accounts.

• Lead the extended account team by coordinating efforts with Sales Engineering, Channel, Customer Success, overlays, and leadership.

• Engage directly with prospects and customers at the executive level, including C-suite executives.

• Cultivate and leverage partner relationships to build sales pipeline and expedite sales cycles.

• Provide accurate forecasts, including weekly commitments and key deals in Clari on a quarterly and monthly basis.

• Develop and deliver presentations and pricing proposals internally, to prospects, and at events.

• Mentor and elevate the performance of peers as an individual contributor.

• Stay updated on cybersecurity threats, competitor strategies, and the SentinelOne platform.

• Represent SentinelOne at industry events, conferences, partner locations, and regional marketing activities.

⛳️ Requirements

• 5 to 7 years of proven sales success at SentinelOne or a similar or more sophisticated cybersecurity firm, with a track record of meeting and exceeding sales quotas.

• Demonstrated ability in prospecting and hunting, with hands-on experience in developing a commercial territory of major accounts.

• Consistent success in closing deals with an Annual Contract Value (ACV) of $100K or more.

• Strong industry knowledge and command of the SentinelOne platform and product offerings.

• Extensive channel experience and established relationships with partners.

• Expertise in MEDDPICC or a comparable qualification framework.

• Proficient in Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai.

• Bachelor’s degree or equivalent professional experience.

• Candidates must 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 sick leave

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision insurance

• 401(k) retirement plan with company contribution

• 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 & surrogacy reimbursement

• Commissions