Account Executive, SMB (North / Northeast)
As an Account Executive, SMB at SentinelOne, you own the full sales cycle into organizations of 51 to 500 employees. You bring relevant sales experience and a track record in cybersecurity or SaaS, and you have closed significant deals and exceeded revenue targets before. In this role you build strong proficiency in SMB territory management and sales. Navigating the partner community is essential, and your deepening understanding of cybersecurity, deal structure, customer management, and territory specifics becomes a real asset.
This role covers a Northern territory, and could include metro areas such as Chicago, Boston or New York.
What Will You Do?
Primary responsibilities include:
Drive revenue across your territory through a mix of outbound prospecting, and partner-sourced opportunities.
Own the full sales cycle: prospecting, discovery, demonstration, negotiation, and close.
Create, maintain, and execute a territory plan, and learn to scale your coverage through the channel.
Work with channel managers, resellers, and the field sales team on joint go-to-market plans that accelerate new logo acquisition.
Prepare for every engagement, internal and external, and organize your effort around hitting and exceeding quota.
Forecast to within 10% of your initial call, deliver an accurate weekly commit, and break key deals out in Clari by quarter and month. No hidden deals.
Present the SentinelOne sales deck with confidence, and structure calls around what you heard, the problem you are solving, MEDDPICC, and the proposed solution.
Prepare, lead, and present to C-Level buyers and below, and pull in leadership when the audience calls for it.
Build product and industry knowledge as you ramp, and keep current on threats, competitors, and the SentinelOne platform.
Respond quickly to internal and external requests, and deliver on what you promised.
What Skills and Knowledge Will You Bring?
Ideal candidates will have:
2 to 3 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, hitting and over-achieving quota in a segment equal to or greater than SMB.
General industry understanding and high-level product knowledge. You know what endpoint security is and what it is for. Deeper expertise is welcome but not required; you will learn the products and the industry as you onboard.
Channel network or reseller experience is a plus.
Some experience creating, maintaining, and executing a territory plan.
Proven ability to convert intent into result through deliberate action.
Open and ready to learn, able to take honest feedback, and eager to work with leadership and peers.
Proactive, communicative, and solution-oriented when something is not working for you or your teammates.
Professional, driven, collaborative, and honest. You look out for your peers.
Excellent written, verbal, and presentation skills.
Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.
Bachelor’s degree or equivalent experience.
Why SentinelOne?
AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.
We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:
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
$104,000—$143,000 USD