Account Executive, SMB – North/Northeast

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 utilizing tools like Salesforce and Clari to forecast and track sales performance. Possesses strong communication and presentation skills to engage C-level stakeholders and drive revenue growth in the cybersecurity sector.

Highest-signal resume keywords

Sales PerformanceTerritory PlanningCybersecurity KnowledgeSalesforce ProficiencyPresentation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementProspectingNegotiationClosingTerritory Plan ExecutionForecastingMEDDPICCEndpoint Security KnowledgeChannel Network ExperienceQuota Achievement

Soft Skills

ProactiveCommunicativeSolution-OrientedCollaborativeOpen to Feedback

Tools & Technologies

SalesforceClariLinkedIn Sales NavigatorSalesloft

Industry Keywords

CybersecuritySMB SalesC-Level EngagementPartner-Sourced OpportunitiesRevenue Growth

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 Northern territory through outbound prospecting and partner-sourced opportunities.
Handle prospecting, discovery, demonstration, negotiation, and closing.
Create, maintain, and execute a territory plan and scale coverage through the channel.
Work 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 other stakeholders, 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 endpoint security.
Channel network or reseller experience is a plus.
Some experience creating, maintaining, and executing a territory plan.
Proven ability to convert intent into result through deliberate action.
Open and ready to learn, able to take honest feedback, and eager to work with leadership and peers.
Proactive, communicative, and solution-oriented when something is not working for you or your teammates.
Professional, driven, collaborative, and honest.
Excellent written, verbal, and presentation skills.
Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.
Bachelor’s degree or equivalent experience.
Authorization to work in the United States is implied by the U.S.-based role and E-Verify participation.

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