Enterprise Account Executive - Federal

SentinelOne • Washington, DC

1d

About The Position

As an Enterprise Account Executive for Federal, you will be tasked with building out a direct sales channel as well as various partner led solution channels including managed security services. 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 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). What will you do? The principal responsibilities for this position are to generate revenue from accounts across the region by following up on multiple lead sources, developing new clients and selling directly to customers while leveraging our channel community. In this position, you will: Build and manage relationships with federal agencies and key decision-makers to drive revenue and expand market presence in the federal sector. Collaborate with cross-functional teams, including product, marketing, and engineering, to align solutions with federal security needs and compliance requirements. Develop and execute strategic sales plans targeting federal government clients, leveraging both direct and partner-led sales channels. Lead complex sales cycles from prospecting to closure, with a focus on driving above-quota performance and long-term customer relationships. Stay updated on federal procurement processes, contracts, and security regulations to ensure SentinelOne’s solutions are compliant and positioned as the best fit for federal cybersecurity initiatives. Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products. Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation. Prepare and provide accurate forecasts to management on a weekly basis. Consistently meet, or exceed sales quotas. What skills and knowledge you should bring? 5+ years of previous experience selling to Enterprise accounts, preferably in the Federal space selling endpoint security solutions Experience leveraging MEDDPICC sales methodology Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders Passionate about sales, the cybersecurity industry, and technology Experience building new pipeline of customers while fostering relationships with existing customers Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers Ability to identify and articulate competitve differentition and customer value proposition Superb organizational and reporting skills, Salesforce experience preferred Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches Receptive to feedback and eager to learn May require extensive travel Why us? You will be joining a cutting-edge company where you will tackle extraordinary challenges and work with the very best in the industry. Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA Unlimited PTO Industry-leading gender-neutral parental leave Paid Company Holidays Paid Sick Time Employee stock purchase program Disability and life insurance Employee assistance program Gym membership reimbursement Cell phone reimbursement Numerous company-sponsored events, including regular happy hours and team-building events

Requirements

• 5+ years of previous experience selling to Enterprise accounts, preferably in the Federal space selling endpoint security solutions
• Experience leveraging MEDDPICC sales methodology
• Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders
• Passionate about sales, the cybersecurity industry, and technology
• Experience building new pipeline of customers while fostering relationships with existing customers
• Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers
• Ability to identify and articulate competitve differentition and customer value proposition
• Superb organizational and reporting skills, Salesforce experience preferred
• Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
• Receptive to feedback and eager to learn
• May require extensive travel

Responsibilities

• Build and manage relationships with federal agencies and key decision-makers to drive revenue and expand market presence in the federal sector.
• Collaborate with cross-functional teams, including product, marketing, and engineering, to align solutions with federal security needs and compliance requirements.
• Develop and execute strategic sales plans targeting federal government clients, leveraging both direct and partner-led sales channels.
• Lead complex sales cycles from prospecting to closure, with a focus on driving above-quota performance and long-term customer relationships.
• Stay updated on federal procurement processes, contracts, and security regulations to ensure SentinelOne’s solutions are compliant and positioned as the best fit for federal cybersecurity initiatives.
• Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products.
• Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation.
• Prepare and provide accurate forecasts to management on a weekly basis.
• Consistently meet, or exceed sales quotas.

Benefits

• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
• Unlimited PTO
• Industry-leading gender-neutral parental leave
• Paid Company Holidays
• Paid Sick Time
• Employee stock purchase program
• Disability and life insurance
• Employee assistance program
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events, including regular happy hours and team-building events

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed