Principal Account Executive (Commercial, Midwest)

• As a Principal Account Executive, Commercial at SentinelOne, you own our largest and most strategic accounts in the segment
• This role will likely cover a Midwest territory. Qualified candidates should be based in, or willing to relocate to, this region
• Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing
• Build and execute a territory plan that evolves through the year and drives where your activity and focus go, with an emphasis on net-new logo acquisition and platform expansion in existing accounts
• Run the extended account team. Pull in Sales Engineering, Channel, Customer Success, overlays, and leadership at the right moment rather than at the last minute
• Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers
• Develop and use deep partner relationships to build pipeline and shorten cycles
• Forecast to within 5% of your initial call, with an accurate weekly commit, key deals broken out in Clari by quarter and month, and no hidden deals
• Build and present your own decks and pricing, internally, to prospects, and at events
• Coach and raise the level of your peers within the bounds of an individual contributor role. You are the role model on the team
• Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform
• Represent SentinelOne at industry events, conferences, partner offices, and field marketing in your region

Benefits

• Medical, dental, and vision coverage
• Employee assistance program
• Gym reimbursement
• Incentive-based challenges
• Mental health and mindfulness
• Unlimited Time Off
• Grandparent Leave
• Volunteer Time Off
• Paid Sick Time
• Paid Holidays
• 16 weeks Gender-Neutral Parental Leave
• Restricted Stock Unit Program
• Flexible Spending Accounts
• Life Insurance
• Short and Long Term Disability Insurance
• 401K
• Team building activities
• Celebrations and social gatherings
• Community volunteering events
• Global all hands and local town hall events

• You bring a proven track record in cybersecurity sales and you operate as a leader without the title
• You model collaboration, proactivity, and organization, you see the big picture, and you take it in stride
• You have demonstrated your ability to close significant deals, $100K+ ACV, leading from the front and consistently exceeding quota
• You have already mastered commercial territory management
• Your experience, reliability, product knowledge, and ability to make the people around you better are what make you valuable to this team
• Proven ability to convert intent into result through deliberate action. You prepare for every engagement, respond quickly, and do what you said you would do
• Consistent closure of $100K+ ACV deals
• Bachelor’s degree or equivalent experience
• Mastery of MEDDPICC or an equivalent qualification methodology. You structure calls around what you heard, the problem you are solving, and the proposed solution
• Strong industry experience and command of the SentinelOne platform and product suite. You should be able to walk through and teach the platform with ease
• Deep channel experience: you know how to navigate partners and you have the relationships to prove it
• Open to direct feedback and quick to act on it. You are aware of what is happening around you and adjust without being asked
• 5 to 7 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, with a record of hitting and over-achieving quota
• Proven prospecting and hunting ability, with direct experience building out a commercial territory of large accounts
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai
• Professional, driven, collaborative, and honest. You look out for your peers