Principal Account Executive, Commercial (California)

The role

You will own the largest and most strategic accounts in the commercial segment. You will manage full sales cycles, execute territory plans, and lead extended account teams to drive net-new logo acquisition and platform expansion.

What you will do

• Own full sales cycles across a geographically defined territory
• Build and execute a territory plan for net-new logo acquisition and platform expansion
• Run the extended account team including Sales Engineering, Channel, and Customer Success
• Work directly with prospects and customers at the executive level
• Develop and use deep partner relationships to build pipeline
• Forecast within 5% of initial call with accurate weekly commits
• Build and present decks and pricing internally and to prospects
• Coach and raise the level of peers
• Stay current on cybersecurity threats and the SentinelOne platform
• Represent SentinelOne at industry events, conferences, and partner offices

Required qualifications

• Proven prospecting and hunting ability
• Direct experience building out a commercial territory of large accounts
• Consistent closure of $100K+ ACV deals
• Mastery of MEDDPICC or an equivalent qualification methodology
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai
• Bachelor’s degree or equivalent experience

Nice to have

• 5 to 7 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company
• Strong industry experience and command of the SentinelOne platform and product suite
• Deep channel 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)

Before you apply

• Qualified candidates should be based in, or willing to relocate to, California
• SentinelOne participates in the E-Verify Program for all U.S. based roles

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.