Enterprise Account Executive - SLED (Carolinas)

SentinelOne

19h•$248,000 - $341,000

About The Position

SentinelOne is seeking an Enterprise Account Executive for SLED accounts in the South region. The role drives regional revenue through a sophisticated, channel-centric sales strategy, leveraging partnerships with VARs and MSPs. The Account Executive owns the sales lifecycle, from pipeline generation using the MEDDPICC methodology through complex public-sector procurement, and positions SentinelOne’s endpoint security solutions for SLED customers. The role may require extensive travel. The position works closely with channel partners and internal teams to align SentinelOne’s products with customers’ security needs, advance enterprise sales campaigns, and grow both new and recurring revenue. It also includes forecasting, quota attainment, and building expertise in SentinelOne’s products and competitive landscape.

Requirements

Experience selling to State, Local, and Education (SLED) accounts, including public-sector procurement processes, cooperative and state contract vehicles, budget and funding cycles, and Higher Education buying committees.
At least 5 years of experience selling to Enterprise accounts.
At least 5 years of above-quota sales experience.
Experience closing deals with an average deal size of $500,000 or more.
Strong internal and external communication and presentation skills, including the ability to engage technical and business leaders.
Deep understanding of cybersecurity solutions sought by Enterprise customers, CISOs, and other C-suite officers, and the ability to explain competitive differentiation and customer value.
Experience building customer pipeline and maintaining existing customer relationships, including work with channel and alliance partners and understanding of channel-centric go-to-market approaches.
Leadership skills to coordinate sales engineers, channel, marketing, executive sponsors, management, and procurement in advancing enterprise sales campaigns.
Strong organizational and reporting skills.
Passion for sales, cybersecurity, and technology; self-motivation, a willingness to do what it takes, a continuous-learning mindset, and receptiveness to feedback.

Nice To Haves

Experience in a MEDDPICC, business-to-business SaaS environment.
Experience in a hypergrowth environment.
Sales Executive or Sales Manager experience.
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.
Navigate SLED procurement processes, including state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees.
Build influential customer relationships and become an expert in SentinelOne products.
Stay informed about the competitive landscape and communicate the value and differentiation of SentinelOne’s solutions.
Provide accurate weekly forecasts to management.
Meet or exceed sales quotas.