Account Executive, SMB

SentinelOne

. Own the full sales cycle into organizations of 51 to 500 employees.

Posted 9/17/2026full-timeRemote • United StatesJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing the full sales cycle, including prospecting, negotiation, and closing, while effectively collaborating with channel partners to drive revenue growth. Possesses strong product knowledge in cybersecurity and the ability to present solutions tailored to customer needs.

Highest-signal resume keywords

Sales PerformanceTerritory PlanningSalesforce ProficiencyPresentation SkillsCybersecurity Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementOutbound ProspectingNegotiationQuota AchievementForecasting

Soft Skills

CollaborationCommunicationPresentation

Tools & Technologies

SalesforceClariLinkedIn Sales NavigatorSalesloft

Industry Keywords

CybersecurityEndpoint SecuritySMB SalesGo-To-Market StrategyC-Level Engagement

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own the full sales cycle into organizations of 51 to 500 employees.
Drive revenue across the West Coast territory through outbound prospecting and partner-sourced opportunities.
Manage prospecting, discovery, demonstration, negotiation, and close.
Create, maintain, and execute a territory plan and scale coverage through the channel.
Collaborate with channel managers, resellers, and field sales on joint go-to-market plans to accelerate new logo acquisition.
Prepare for engagements and organize efforts around hitting and exceeding quota.
Forecast within 10% of the initial call, deliver an accurate weekly commit, and break key deals out in Clari by quarter and month.
Present the SentinelOne sales deck and structure calls around customer needs, MEDDPICC, and proposed solutions.
Lead presentations to C-Level buyers and below, involving leadership when appropriate.
Build product and industry knowledge and stay current on threats, competitors, and the SentinelOne platform.
Respond quickly to internal and external requests and deliver on commitments.

Requirements

What you’ll need

2 to 3 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, hitting and over-achieving quota in a segment equal to or greater than SMB.
General industry understanding and high-level product knowledge, including knowledge of what endpoint security is and what it is for.
Some experience creating, maintaining, and executing a territory plan.
Proven ability to convert intent into result through deliberate action.
Excellent written, verbal, and presentation skills.
Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.
Bachelor’s degree or equivalent experience.

Benefits

Comp & perks

Restricted Stock Units (RSUs)
Employee Stock Purchase Plan (ESPP)
Flexible time off
Paid company holidays and paid sick time
Gender-neutral parental leave
Grandparent leave
Medical, dental, and vision coverage
401(k) retirement plan with company match
Life and disability insurance
Health and dependent care FSA
Voluntary benefits (hospital, accident, critical illness)
Employee Assistance Program (EAP)
ARAG pre-paid legal
Nationwide pet insurance
Cancer Care program
Global business travel medical insurance
Home office allowance
Mobile phone reimbursement
Wellness coach
Wellness/gym reimbursement
Fertility coverage
Adoption & surrogacy reimbursement