Principal Account Executive, Commercial – Southeast

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

📋 Description

• Take ownership of complete sales cycles within a defined geographic area, encompassing prospecting, qualifying, presenting, negotiating, and closing deals.

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

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

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

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

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

• 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, competitor strategies, and the SentinelOne platform.

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

⛳️ Requirements

• 5 to 7 years of proven sales success at SentinelOne or a similar or more intricate cybersecurity firm, demonstrating a history of meeting and exceeding quotas.

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

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

• Strong industry knowledge along with expertise in the SentinelOne platform and product offerings.

• Extensive channel experience and established relationships with partners.

• Proficient in MEDDPICC or a comparable qualification methodology.

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

• A Bachelor's degree or equivalent experience is required.

• Candidates must be located in, or willing to move to, the Southeast region.

• Must be eligible to work in the United States; SentinelOne participates in E-Verify for roles based in the U.S.

🏝️ 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 match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary 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 coverage

• Adoption & surrogacy reimbursement