Enterprise Account Executive - SLED, Higher Ed (South)

The role

You will drive cybersecurity and AI revenue across public and private universities, community college districts, and research institutions in the West. You will execute a channel-centric sales strategy and manage the full sales lifecycle using MEDDPICC.

What you will do

• Serve as the Higher Education cyber security / AI subject matter expert for the SLED team
• Build executive relationships with CIOs, CISOs, CTOs, provosts, and research computing leaders
• Partner with sales engineering to architect large-scale campus security transformations
• Partner with Universities and Colleges to build out Student Run/Led Security Operation Centers
• Run a MEDDPICC-driven sales process across universities, college systems, and research institutions
• Partner with channel managers, VARs, MSPs, and Systems Integrators to build pipeline
• Navigate Higher Education procurement, including cooperative contracts and RFP processes
• Develop strategic academic partnerships including collaboration on cybersecurity curriculum
• Stay ahead of the Higher Education threat landscape and regulatory drivers
• Prepare and provide accurate weekly forecasts to management

Required qualifications

• 5 or more years of experience selling to Enterprise accounts
• 5 or more years of above-quota performance
• Experience closing deals with an average deal size of $500,000 or more
• Experience working with or for Systems Integrators, VARs, and MSPs
• Ability to translate complex technical solutions into strategic business value
• Leadership skills to rally sales engineers, channel, marketing, and executive sponsors

Nice to have

• Successful track records selling into Higher Education
• Experience working strategically with universities and colleges on education programs
• Experience in a hypergrowth environment
• Salesforce experience

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)

About the company

SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Their AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems.