Principal Account Executive, Commercial (California)

SentinelOne

6d•$176,000 - $242,000•Remote

About The Position

As a Principal Account Executive, Commercial at SentinelOne, you will own our largest and most strategic accounts within the commercial segment. You will bring a proven track record in cybersecurity sales and operate as a leader without the title, modeling collaboration, proactivity, and organization. You will demonstrate the ability to close significant deals ($100K+ ACV), lead from the front, and consistently exceed quota, having already mastered commercial territory management. Your experience, reliability, product knowledge, and ability to elevate those around you will be key to your value to the team. This role covers California, and qualified candidates should be based in, or willing to relocate to, this region.

Requirements

5 to 7 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, with a record of hitting and over-achieving quota.
Proven prospecting and hunting ability, with direct experience building out a commercial territory of large accounts.
Consistent closure of $100K+ ACV deals.
Strong industry experience and command of the SentinelOne platform and product suite. You should be able to walk through and teach the platform with ease.
Deep channel experience: you know how to navigate partners and you have the relationships to prove it.
Mastery of MEDDPICC or an equivalent qualification methodology. You structure calls around what you heard, the problem you are solving, and the proposed solution.
Proven ability to convert intent into result through deliberate action. You prepare for every engagement, respond quickly, and do what you said you would do.
Open to direct feedback and quick to act on it. You are aware of what is happening around you and adjust without being asked.
Professional, driven, collaborative, and honest. You look out for your peers.
Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai
Bachelor’s degree or equivalent experience.

Responsibilities

Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing.
Build and execute a territory plan that evolves through the year and drives where your activity and focus go, with an emphasis on net-new logo acquisition and platform expansion in existing accounts.
Run the extended account team. Pull in Sales Engineering, Channel, Customer Success, overlays, and leadership at the right moment rather than at the last minute.
Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers.
Develop and use deep partner relationships to build pipeline and shorten cycles.
Forecast to within 5% of your initial call, with an accurate weekly commit, key deals broken out in Clari by quarter and month, and no hidden deals.
Build and present your own decks and pricing, internally, to prospects, and at events.
Coach and raise the level of your peers within the bounds of an individual contributor role. You are the role model on the team.
Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform.
Represent SentinelOne at industry events, conferences, partner offices, and field marketing in your region.