Director, Commercial Sales

SentinelOne

6h•$213,750 - $321,000•Remote

About The Position

As a Director, Commercial Sales, you will be tasked with managing a regional team of Commercial Field Account Executives. Success in this role is dependent on the ability to implement and manage an effective sales strategy and operational program and cadence. This includes building strong, productive relationships with prospects, customers, partners, and within the team; recruiting and onboarding new customers; and focusing on growing new business opportunities. Above all, this is a leadership hire. We are looking for a proven people leader -- someone who has repeatedly made individual sellers better, built and retained teams others want to join, and carried their team through difficult quarters. This role is broad and will require the individual be credible in front of customers alongside their reps, disciplined in forecasting and reporting, and a capable developer of sales talent. Cybersecurity experience is preferred, however, secondary to demonstrated sales leadership.

Requirements

A demonstrable record of making individual reps measurably better, with specific people and specific outcomes you can describe.
Experience developing people into larger roles, including promoting from within your own team.
The ability to coach in the moment - in and immediately after a customer conversation - rather than only in a scheduled review.
Credibility in front of customers such that reps actively seek your involvement in their most important opportunities, and leave those engagements stronger rather than diminished.
A track record of hiring well, with a view on how many of your hires are still in seat and how many you would hire again.
Demonstrated ability to get things done through teams that do not report to you, with enough understanding of their incentives to be worth helping in return.
The ability to build relationships that cross organizational boundaries, internally and externally, before you need them.
The ability to communicate, present and influence at all levels of an organization, including executive and C-level.
Receptiveness to feedback, and the ability to adjust your approach in response to it - or to make a clear, evidence-based case for an alternative view.
Proven sales management experience, consistently meeting or exceeding targets, and developing client-focused, differentiated and achievable solutions.
The ability to interpret a complex or imperfect pipeline and commit to a defensible number, with a clear understanding of the distinction between commit, best case and upside.
Fluency in the underlying sales mathematics - the relationship between activity, pipeline coverage, win rates and attainment - and the ability to explain it without reference to a report.
Strong attention to detail and comfort working at the individual record and opportunity level, alongside the ability to form a view at portfolio level.
The ability to build a strategic plan and execute it, delivering expected results, and to prioritize engagement and support in line with the division’s strategic focus.
Proven experience running an effective operational program and cadence with a focus on pipeline generation and account and opportunity planning, aligned with MEDDPICC opportunity qualification methodology.
A preference for building repeatable systems over relying on individual effort, and the discipline to hold a standard consistently.
Persistence that you hold personally and set as an expectation for your team; you do not treat an early objection as a final answer.
The capacity to manage multiple competing priorities concurrently, and the judgment to sequence them without requiring day-to-day direction.
Experience working collaboratively with partners and the channel to drive incremental revenue and support partner revenue growth.
Excellent listening, organizational, negotiation and presentation skills, with strong oral and written communication.
Prior experience in a high-growth, fast-paced environment with a growth mindset, technical acumen and a genuine interest in security.
BA/BS or equivalent experience.

Nice To Haves

Cybersecurity experience is preferred
Existing relationships with channel partners in the region are preferred.

Responsibilities

Lead a regional team of Commercial Field Account Executives and own the achievement of your team’s regional quota attainment - measured not only by whether the team hits its number, but by how many of your reps individually hit theirs.
Coach, guide and lead your team to create our next generation of sales leaders. Develop sellers continuously rather than only in formal reviews, coach to the behavior rather than the outcome, and measure whether it worked.
Build and retain the team. Recruit, onboard and ramp new talent. Retaining strong people in a competitive market is a core part of this role.
Set the standard and hold it. Establish what good looks like on this team, model it personally, and expect it from others without requiring escalation to enforce it.
Engage directly in deals. Work alongside your reps on their most significant opportunities, improving the outcome while building the rep’s own capability rather than substituting for it.
Own the forecast. Produce a forecast your leadership can rely on, supported by disciplined opportunity inspection and an accurate view of pipeline health — including where the underlying data requires validation before it can be trusted.
Run the operating cadence. Design and maintain a program covering pipeline generation, account and territory planning, and opportunity qualification aligned to MEDDPICC, in which each recurring meeting produces a clear decision and the team’s performance is sustainable without your direct intervention.
Lead account and territory planning with tactical execution to gain wallet share from existing customers and market share from the competition.
Establish and maintain key customer and partner relationships, and develop strategies for expanding the company’s customer base within your region.
Execute as One Team by partnering with Sales Engineering, our Channel organization, Partners, Professional Services, Customer Success, Marketing and Support to close deals and drive revenue and adoption.