[Hiring] Principal Account Executive @SentinelOne

Role Description

As a Principal Account Executive, Commercial at SentinelOne, you own our largest and most strategic accounts in the segment. 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.

Your primary responsibilities include:

• 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.

Qualifications

• 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.
• Consistent closure of $100K+ ACV deals.
• Strong industry experience and command of the SentinelOne platform and product suite.
• Deep channel experience: you know how to navigate partners and you have the relationships to prove it.
• Mastery of MEDDPICC or an equivalent qualification methodology.
• Proven ability to convert intent into result through deliberate action.
• Open to direct feedback and quick to act on it.
• Professional, driven, collaborative, and honest.
• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai.
• Bachelor’s degree or equivalent experience.

Benefits

• 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.