Principal Account Executive – Commercial

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

📋 Description

• Take ownership of complete sales cycles within a defined geographical territory, comprising prospecting, qualifying, presenting, negotiating, and closing deals.

• Develop and implement territory strategies aimed at acquiring new logos and expanding the platform within existing accounts.

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

• Engage directly with prospects and customers at the executive level.

• Leverage partner relationships to create pipeline opportunities and expedite sales cycles.

• Maintain forecasting accuracy within 5% of the initial call while ensuring precise weekly commitments and deal tracking in Clari.

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

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

• Stay informed on cybersecurity threats, competitive positioning, and the SentinelOne platform.

• Represent SentinelOne at industry events, conferences, partner offices, and field marketing initiatives.

⛳️ Requirements

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

• Established prospecting and hunting skills, with direct experience in developing a commercial territory of large accounts.

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

• Strong industry knowledge and proficiency in the SentinelOne platform and product suite.

• Extensive channel experience and established partner relationships.

• Expertise in MEDDPICC or an equivalent sales qualification methodology.

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

• Bachelor’s degree or equivalent experience is required.

• Candidates should be located in, or willing to move to, the Midwest region.

🏝️ 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

• Comprehensive medical, dental, and vision insurance

• 401(k) retirement plan with company matching

• Life and disability insurance

• Health and dependent care Flexible Spending Accounts (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 coach

• Wellness/gym reimbursement

• Fertility assistance

• Adoption and surrogacy reimbursement