Large Enterprise Account Executive - Washington DC

SentinelOne•Washington, DC

1d•$248,000 - $341,000•Hybrid

About The Position

SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Their AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. They are looking for individuals who are relentlessly curious and committed to continuous learning, with AI reshaping every function across the business. The Enterprise Account Executive will execute high-stakes sales cycles (averaging $500k+) using frameworks like MEDDPICC to drive revenue from large-scale regional accounts. This role involves leading a "virtual team" of SEs and executive sponsors, fostering deep VAR and MSP partnerships, and acting as a strategic advisor to CISOs by leveraging deep competitive knowledge to articulate SentinelOne’s unique value proposition and differentiation. The preferred location for this role is Washington, DC.

Requirements

5+ years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment.
5+ years of above-quota sales experience, preferably as a Sales Executive/Manager.
Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders.
Experience closing deals with an average deal size of $500k+.
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 competitive differentiation and customer value proposition.
Superb organizational and reporting skills, Salesforce experience preferred.
Leadership skills that drive results - Fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, procurement, etc. to effectively advance enterprise sales campaigns to close.
"Whatever it takes" attitude and drive to deliver above-quota performance.
Self-motivated, constant learner, and ability to receive feedback.
Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches.
Receptive to feedback and eager to learn.

Nice To Haves

Experience in a hypergrowth environment, preferred.

Responsibilities

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.
Run a sophisticated sales process from prospecting to closure in collaboration across the organization.
Partner with our channel team to drive both net-new and recurring revenue.
Partner with channel managers to build pipeline and grow revenue for the assigned territory.
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.