Principal Account Executive, Commercial – West

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

📋 Description

• Take ownership of the complete sales cycle within a designated geographical 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 clients at the executive level, including C-suite executives.

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

• Provide accurate forecasts within 5% of the initial call and maintain precise weekly commitments and deal tracking in Clari.

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

• Mentor and elevate the performance of peers as an individual contributor and role model within the team.

• Stay informed about cybersecurity threats, competitor strategies, and the SentinelOne platform.

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

⛳️ Requirements

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

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

• Consistently close deals with an Annual Contract Value (ACV) of $100K or more.

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

• Extensive channel experience and established partner relationships.

• Proficient in MEDDPICC or an equivalent qualification methodology.

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

• Bachelor’s degree or equivalent experience required.

• Candidates should be located in or willing to relocate to the West Coast or Mountain region.

• Must possess authorization to work in the United States; SentinelOne participates in E-Verify for all U.S. based positions.

🏝️ 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