Enterprise Account Executive

Join to apply for the Enterprise Account Executive role at Sentinel One

At Sentinel One, we’re redefining cybersecurity by pushing the limits of what’s possible—leveraging AI-powered, data-driven innovation to stay ahead of tomorrow’s threats. From building industry-leading products to cultivating an exceptional company culture, our core values guide everything we do. We’re looking for passionate individuals who thrive in collaborative environments and are eager to drive impact. If you’re excited about solving complex challenges in bold, innovative ways, we’d love to connect with you.

As an Account Executive, specifically State Local and Education accounts, you will be tasked with building out key strategic partnership with the Value added resellers as well as Key Alliance partners, and managed service partners to help drive 3x to 4x pipeline and ultimately closed won revenue. You will work closely with the marketing and product teams to design and implement successful Lead Generation and Go-to-Market campaigns, and drive overall sales excellence in a competitive endpoint security market.

Ideal candidates will have prior experience selling Endpoint security based products (such as malware/exploit prevention, anti-virus, whitelisting as well as advanced data loss protection products).

• Develop Strategic Partnerships:
  Build and nurture relationships with Value Added Resellers (VARs), Key Alliance Partners, and Managed Service Providers (MSPs) to amplify sales efforts and drive pipeline growth by 3x to 4x.
• Drive Revenue Growth:
  Execute a sales strategy that converts a strong sales pipeline into closed-won revenue in a competitive endpoint security market.
• Collaborate on Lead Generation:
  Partner with marketing and product teams to design and implement effective Lead Generation and Go-to-Market campaigns aimed at increasing product adoption.
• Lead Cross-Functional Teams:
  Act as the quarterback, orchestrating the involvement of technical sales engineers, channel partners, marketing, and executive sponsors to progress and close enterprise sales campaigns.
• Leverage Your Expertise:
  Utilize your deep knowledge of endpoint security solutions, including malware prevention, antivirus, and data loss protection, to address customer challenges and position Sentinel One's solutions as the best fit.
• Engage SLED Accounts:
  Work closely with state and local government, as well as educational institutions, to understand their specific security needs and procurement processes, ensuring the successful adoption of Sentinel One's endpoint security solutions.
• Ensure Sales Excellence:
  Demonstrate leadership and sales acumen by consistently exceeding quota, managing complex sales cycles, and maintaining a high level of organizational discipline in a fast-paced environment.

• BS technical degree or equivalent
• Selling to SLED accounts with experience in contracts and procurement vehicles
• 5+ years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling endpoint security solutions
• Deep knowledge of current security solutions
• Strong communication (written and verbal) and presentation skills, both internally and externally. Ability to engage with a variety of technical and business leaders.
• Enterprise sales experience with an actionable Rolodex of decision makers
• Superb organizational and reporting skills
• Experience with growing the sales enablement function to support sales in a rapidly evolving and competitive marketplace
• Leadership skills that drive results - Quarterbacking an eco system of people including SE, channel, marketing, executive sponsors, immediate management, among others to effectively advance enterprise sales campaigns to close
• "Whatever it takes" attitude and motivation to deliver above-quota performance
• Prior startup experience
• Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
• Experience selling enterprise software into Government (State and Local), and Education accounts
• Smart, funny, technical, passionate about security!

You will…