Principal Account Executive, Commercial, Northeast

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

📋 Description

• Manage the complete sales cycle within a designated territory, encompassing prospecting, qualifying, presenting, negotiating, and closing deals.

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

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

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

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

• Maintain accurate forecasts, including weekly commitments and key deals outlined in Clari by quarter and month.

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

• Mentor and elevate the skills of peers while functioning as an individual contributor.

• Keep abreast of cybersecurity threats, competitor positioning, and the offerings of 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 comparable advanced cybersecurity firm, with a history of meeting and exceeding sales quotas.

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

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

• Strong industry knowledge and expertise in the SentinelOne platform and product range.

• Extensive channel experience with established partner relationships.

• Proficient in MEDDPICC or a similar qualification methodology.

• Familiarity with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai.

• Bachelor's degree or equivalent professional experience.

• Ideal candidates should be located in, or willing to relocate to, the Northeast region.

🏝️ 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