Account Manager, Client Development & Renewals, SentinelOne
Chicago
$123.3-135k
OTE
+ RSUs + ESPP
AI-powered enterprise cybersecurity platform
Be an early applicant
AI-powered enterprise cybersecurity platform
1001+ employees
Be an early applicant
$123.3-135k
OTE
+ RSUs + ESPP
1001+ employees
Company mission
To give the advantage to those who secure our future.
Role
Who you are
- 3 to 5 years in renewals, account management, or a customer-facing sales role, with upsell/cross-sell closing experience on your record, ideally in SaaS or cybersecurity
- A track record of hitting or beating quota, including driving net revenue retention above 100 percent on your own book (expansion outpacing churn), not just renewal completion
- Proven experience running consultative upsell/cross-sell motions and identifying and closing whitespace within an existing customer base
- Comfort managing multi-stakeholder conversations and negotiations, with direct experience negotiating with senior/economic buyers
- A risk-aware instinct: you notice the early signals of churn or downgrade and act before renewal time
- Strong forecasting discipline and CRM hygiene; hands-on with Salesforce and CPQ/quote tools
- Strong communication and organization, curiosity about customer use-cases and the product, and a habit of opening expansion conversations without being prompted
- Exposure to Channel/MSSP or 2-tier GTM models is a plus, not a requirement
What the job involves
- As an Account Manager, Client Development & Renewals, you will be tasked with owning a book of existing customer accounts and driving both renewal retention and expansion revenue within them
- This is not a transactional renewals seat; it is a growth-first role where renewal is the floor, not the goal, and you will protect the base by keeping renewals healthy and on time and grow it by uncovering and closing whitespace, running consultative upsell and cross-sell conversations, and turning satisfied customers into expanding ones
- You will sit within the Client Development / Renewals organization and partner closely with Account Executives, Customer Success Managers, and Sales Engineering, in a role built for a rep who is driven to outgrow a base they know well, own their numbers, and earn a path to strategic accounts or AE-track roles through expansion results
- Own a portfolio of existing accounts, carrying a dual quota of renewal retention and expansion bookings (upsell/cross-sell); identify whitespace across the SentinelOne product portfolio and run consultative expansion conversations, leading with customer use cases and outcomes, not just quotes; spot expansion triggers early, including new use cases, org growth, underutilized licenses ready to convert, and competitive displacement openings; build repeatable account plans with your CSM and SE partners that map multi-year growth, not just the next renewal
- Manage renewals end to end, from early quoting and multi-threading through negotiation and on-time close; keep renewal timelines definitive and forecasts predictable across your book, so the primary focus remains on whitespace and expansion with your accounts; handle commercial negotiation on your accounts, including multi-year commitments, with support on the most complex deals
- Identify churn and downgrade risk early by watching deployment health, usage, support signals, and sentiment across your accounts; run save motions on at-risk accounts, pulling in CSM, Support, and leadership when needed; flag overdeployment/downgrade exposure and get ahead of it before it hits the renewal
- Own an accurate, transparent forecast across both renewal and expansion pipeline for your book; keep Salesforce and CPQ/quoting tools current, with accurate stages and a renewal/expansion pipeline you can defend; structure and close deals cleanly, using approved pricing and quote automation
- Partner with CSMs on account coverage so there is no gap or overlap, and with AEs and SEs on expansion opportunities; partner with our Channel/MSSP partners on renewal continuity and baseline growth for partner-managed accounts; bring the customer's voice back to Product and the broader team, including what is working, what is stuck, and where the next opportunity is
Our take
Cybercriminals are now leveraging the power of automation to make the current threat landscape too advanced for a lot of traditional antivirus software. SentinelOne is a cybersecurity company that matches this automation with machine learning-focused software designed to help businesses defend against online attacks.
The company has expanded beyond endpoint security into a broader AI-powered cybersecurity platform spanning endpoint, cloud, identity, and IT operations. This gives SentinelOne access to a larger enterprise market, although it also it also places the company in direct competitions with established cybersecurity leaders, including its biggest rival, CrowdStrike.
As cyberattacks become increasingly automated, the company is expanding its capabilities beyond detection to include AI-driven threat response, helping security teams contain attacks more quickly. While it still trails larger rival CrowdStrike in scale, SentinelOne is investing in platform expansion and automation to compete for enterprises looking to consolidate their cybersecurity into a single solution.
Steph
Company Specialist at Welcome to the Jungle
Insights
61% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Feb 2021
$100m
LATE VC
Nov 2020
$267m
LATE VC
Total funding: $797.5m
Company benefits
- Medical, dental, and vision coverage
- Employee assistance program
- Gym reimbursement
- Incentive-based challenges
- Mental health and mindfulness
- Unlimited Time Off
- Grandparent Leave
- Volunteer Time Off
- Paid Sick Time
- Paid Holidays
- 16 weeks Gender-Neutral Parental Leave
- Restricted Stock Unit Program
- Flexible Spending Accounts
- Life Insurance
- Short and Long Term Disability Insurance
- Team building activities
- Celebrations and social gatherings
- Community volunteering events
- Global all hands and local town hall events
- 401K
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Tomer Weingarten
(Co-Founder & CEO)Tomer began their career in Software Development at Mckit Systems prior to co-founding dPolls and Carambola Media. They left their position as VP of Products at Toluna in December 2012 to found SentinelOne in January 2013, where they have served as the CEO since.
Sonalee Parekh
(CFO)Prior to joining SentinelOne in 2026, Sonalee was the CFO at Asana and RingCentral. They also held senior roles at Hewlett Packard Enterprise, Jefferies, RBC Capital, Markets, Barclays Capital and Goldman Sachs.
Barry Padgett
(COO & President)Barry joined SentinelOne in 2025 as CGO before briefly serving as the CFO then moving into their current role as COO. Previously they spent 4 years at Amperity as COO and CEO and 1 year at Stripe as CRO.
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