Account Executive, SMB (Mountain)

The role

You will own the full sales cycle for organizations with 51 to 500 employees. You will drive revenue through outbound prospecting and partner-sourced opportunities in a Mountain territory.

What you will do

• Drive revenue through outbound prospecting and partner-sourced opportunities
• Own the full sales cycle including prospecting, discovery, demonstration, negotiation, and close
• Create, maintain, and execute a territory plan
• Work with channel managers, resellers, and field sales on joint go-to-market plans
• Forecast within 10% of initial call and deliver accurate weekly commits
• Present the SentinelOne sales deck and structure calls around MEDDPICC
• Prepare, lead, and present to C-Level buyers and below
• Build product and industry knowledge
• Respond quickly to internal and external requests

Required qualifications

• 2 to 3 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company
• Experience hitting and over-achieving quota in a segment equal to or greater than SMB
• General industry understanding and high-level product knowledge
• Experience creating, maintaining, and executing a territory plan
• Ability to convert intent into result through deliberate action
• Excellent written, verbal, and presentation skills
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft
• Bachelor’s degree or equivalent experience

Nice to have

• Channel network or reseller 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.