Enterprise Account Executive

SentinelOne•Florida, FL

8d•$248,000 - $341,000

About The Position

The Enterprise Account Executive drives regional revenue by executing a sophisticated, channel-centric sales strategy and leveraging deep partnerships with value-added resellers (VARs) and managed service providers (MSPs). The role owns the complete sales lifecycle, from pipeline generation using the MEDDPICC methodology through complex procurement and deal closure, positioning SentinelOne’s endpoint security solutions for enterprise customers across northern Florida. The person in this role must be based in Tampa or Orlando, Florida, and may need to travel extensively. The role involves close collaboration with channel partners and internal teams to align SentinelOne products with enterprise security needs. The Enterprise Account Executive builds and manages pipeline, develops customer relationships, communicates the value and competitive differentiation of SentinelOne’s solutions, forecasts sales, and meets or exceeds quota.

Requirements

At least 5 years of experience selling to enterprise accounts; MEDDPICC and business-to-business SaaS experience is preferred.
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 maintaining existing customer relationships.
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.
Excellent organizational and reporting skills.
Ability to lead and coordinate a broad ecosystem of stakeholders to advance enterprise sales campaigns to closure.
Drive and a “whatever it takes” attitude toward above-quota performance.
Self-motivation, willingness to learn continuously, and receptiveness to feedback.
Experience working with channel and alliance partners and a strong understanding of channel-centric go-to-market approaches.
Must be based in Tampa, Florida, or Orlando, Florida.

Nice To Haves

Experience in a hypergrowth environment.
Salesforce experience.

Responsibilities

Run the sales process from prospecting through closure in collaboration with teams across the organization.
Partner with the channel team to drive new and recurring revenue.
Work with channel managers to build pipeline and grow revenue in the assigned territory.
Build customer partnerships in the cybersecurity industry and become an expert on SentinelOne products.
Stay informed about the competitive landscape and communicate the value and differentiation of SentinelOne’s solutions.
Prepare and provide accurate weekly forecasts to management.
Consistently meet or exceed sales quotas.
Develop new customer pipeline while fostering relationships with existing customers.
Coordinate sales campaigns with sales engineers, channel, marketing, executive sponsors, management, procurement, and other stakeholders.