Enterprise Account Executive - SLED (West) at SentinelOne in United States - Remote

Job description

• At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.
• We’re looking for people who are relentlessly curious and committed to continuous learning. AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts. Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes.
• As an Enterprise Account Executive, SLED (West), you will be tasked with driving regional revenue by executing a sophisticated, channel-centric sales strategy that leverages deep partnerships with VARs and MSPs, owning the entire sales lifecycle from aggressive pipeline generation via the MEDDPICC methodology through to navigating complex procurement processes, and positioning SentinelOne's endpoint security solutions as the premier choice in a highly competitive market. By combining a deep understanding of the cybersecurity landscape with close internal collaboration, you will align our cutting-edge product offerings with the mission-critical security needs of SLED customers across the West region.
• We strongly prefer candidates with successful track records selling into Higher Education, based in (or willing to relocate to) CO, NV, CA, OR, WA, or AZ.
• This role may require extensive travel.

Responsibilities

• Run a sophisticated sales process from prospecting to closure in collaboration across the organization.
• Partner with our channel team to drive both net-new and recurring revenue.
• Partner with channel managers to build pipeline and grow revenue for the assigned territory.
• Navigate public sector procurement to advance and close SLED opportunities, including state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees.
• Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products.
• Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation.
• Prepare and provide accurate forecasts to management on a weekly basis.
• Consistently meet, or exceed, sales quotas.

Requirements

• A successful track record selling into Higher Education is strongly preferred, with candidates based in (or willing to relocate to) CO, NV, CA, OR, WA, or AZ.
• Experience selling into State, Local, and Education (SLED) accounts, including public sector procurement processes, cooperative and state contract vehicles, budget and funding cycles, and Higher Education buying committees.
• 5 or more years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment, including 5 or more years of above-quota sales experience, preferably as a Sales Executive/Manager; experience in a hypergrowth environment is preferred.
• Experience closing deals with an average deal size of $500k or more.
• Strong communication and presentation skills, both internally and externally, with the ability to engage with a variety of technical and business leaders.
• Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers, with the ability to identify and articulate competitive differentiation and customer value proposition.
• Experience building new pipeline of customers while fostering relationships with existing customers, including work with channel and alliance partners and a strong understanding of channel-centric GTM approaches.
• Leadership skills that drive results, fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, and procurement to effectively advance enterprise sales campaigns to close.
• Superb organizational and reporting skills, with Salesforce experience preferred.
• Passion for sales, the cybersecurity industry, and technology, paired with a "whatever it takes" attitude, self-motivation, a constant-learner mindset, and the ability to receive feedback.

Skills

Required

• Experience selling into SLED accounts
• Public sector procurement knowledge
• MEDDPICC methodology
• B2B SaaS sales
• Above-quota sales track record
• Deal closing (average deal size $500k+)
• Communication and presentation skills
• Cybersecurity domain knowledge
• Channel and alliance partnerships
• Leadership and collaboration
• Organizational and reporting skills
• Self-motivation and continuous learning

Preferred

• Salesforce experience
• Experience in hypergrowth environment

Benefits

• Equity & Rewards
• Restricted Stock Units (RSUs)
• Employee Stock Purchase Plan (ESPP)
• Time Off & Wellbeing
• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave
• Insurance & Financial Security
• 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
• Work Perks & Flexibility
• Home office allowance
• Mobile phone reimbursement
• Wellness & Lifestyle
• Wellness coach
• Wellness/gym reimbursement
• Fertility coverage
• Adoption & surrogacy reimbursement
• This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. The range posted here is the on-target earnings (OTE) for this position, inclusive of base salary and commissions. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.
• On Target Earnings
• $248,000—$341,000 USD