Enterprise Account Executive - Boston

SentinelOne•Boston, MA

5h•$248,000 - $341,000

About The Position

SentinelOne is seeking a Large Enterprise Account Executive to generate revenue from large-scale regional accounts. The role involves leading high-stakes sales cycles, averaging $500,000 or more, and using frameworks such as MEDDPICC. The Account Executive acts as a strategic advisor to CISOs, articulates SentinelOne’s value proposition and competitive differentiation, and leads a virtual team of sales engineers and executive sponsors while developing partnerships with VARs, MSPs, and other channel partners. The preferred location is Boston, Massachusetts. The position requires managing the sales process from prospecting through closure, developing new clients, selling directly to customers, and leveraging the channel community. The Account Executive collaborates across the organization, builds pipeline and revenue in an assigned territory, provides weekly forecasts to management, and consistently meets or exceeds sales quotas. Extensive travel may be required. SentinelOne describes itself as an AI-native cybersecurity company whose platform unifies protection across endpoint, cloud, identity, data, and AI systems. The company seeks curious, continuous learners who experiment with AI tools and concepts to improve outcomes. The role offers on-target earnings of $248,000–$341,000 USD, inclusive of base salary and commissions; the applicable range may vary by candidate location.

Requirements

At least 5 years of experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment.
At least 5 years of above-quota sales experience, preferably as a Sales Executive or Sales Manager.
Strong communication and presentation skills, with the ability to engage technical and business leaders.
Experience closing deals with an average deal size of $500,000 or more.
Passion for sales, cybersecurity, and technology.
Experience building new customer pipeline while fostering relationships with existing customers.
Deep understanding of cybersecurity solutions sought by Enterprise customers, CISOs, and other C-suite officers.
Ability to identify and articulate competitive differentiation and customer value propositions.
Strong organizational and reporting skills.
Leadership skills to coordinate stakeholders such as sales engineers, channel teams, marketing, executive sponsors, management, and procurement to advance enterprise sales campaigns.
A self-motivated, continuous-learning attitude and ability to receive feedback.
Experience working with channel and alliance partners and a strong understanding of channel-centric go-to-market approaches.
Willingness to travel extensively if required.

Nice To Haves

Experience in a hypergrowth environment.
Salesforce experience.

Responsibilities

Run a sophisticated sales process from prospecting through closure in collaboration across the organization.
Partner with the channel team to drive net-new and recurring revenue.
Partner with channel managers to build pipeline and grow revenue for the assigned territory.
Develop new clients, follow up on multiple lead sources, and sell directly to customers while leveraging the channel community.
Serve as an influential partner to customers in the cybersecurity industry and become an expert on SentinelOne products.
Stay informed about SentinelOne’s competitive landscape and communicate the value and differentiation of its solutions.
Prepare and provide accurate weekly forecasts to management.
Consistently meet or exceed sales quotas.
Lead a virtual team of sales engineers and executive sponsors, and foster VAR, MSP, and other channel and alliance partnerships.
Act as a strategic advisor to CISOs and other enterprise stakeholders.