Large Enterprise Account Executive, SentinelOne
Boston
$280-385k
OTE
+ RSUs and ESPP
May require extensive travel
Autonomous cybersecurity platform
Be an early applicant
Autonomous cybersecurity platform
1001+ employees
Be an early applicant
$280-385k
OTE
+ RSUs and ESPP
May require extensive travel
1001+ employees
Company mission
To defeat every attack, every second, of every day.
Role
Who you are
- We’re looking for people who are relentlessly curious and committed to continuous learning
- 5+ years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment
- 5+ years of above-quota sales experience, preferably as a Sales Executive/Manager
- Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders
- Experience closing deals with an average deal size of $500k+
- Passionate about sales, the cybersecurity industry, and technology
- Experience in a hypergrowth environment, preferred
- Experience building new pipeline of customers while fostering relationships with existing customers
- Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers
- Ability to identify and articulate competitve differentition and customer value proposition
- Superb organizational and reporting skills, Salesforce experience preferred
- Leadership skills that drive results - Fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, procurement, etc. to effectively advance enterprise sales campaigns to close
- "Whatever it takes" attitude and drive to deliver above-quota performance
- Self-motivated, constant learner, and ability to receive feedback
- Experience working with channel and alliance partners and a strong understanding of a channel-centric GTM approaches
- Receptive to feedback and eager to learn
What the job involves
- AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts
- Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes
- As a Enterprise Account Executive, you will execute high-stakes sales cycles (averaging $500k+) using frameworks like MEDDPICC to drive revenue from large-scale regional accounts
- You will lead a "virtual team" of SEs and executive sponsors while fostering deep VAR and MSP partnerships to scale your pipeline
- Acting as a strategic advisor to CISOs, you will leverage deep competitive knowledge to articulate SentinelOne’s unique value proposition and differentiation
- The principal responsibilities for this position are to generate revenue from accounts across the region by following up on multiple lead sources, developing new clients and selling directly to customers while leveraging our channel community
- Run a sophisticated sales process from prospecting to closure in collaboration across the organization
- Partner with our channel team to drive both net-new and recurring revenue
- Partner with channel managers to build pipeline and grow revenue for the assigned territory
- Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products
- Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation
- Prepare and provide accurate forecasts to management on a weekly basis
- Consistently meet, or exceed sales quotas
Our take
Cybercriminals are now leveraging the power of automation to make the current threat landscape too advanced for a lot of legacy 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 expanded the scope of its business from the endpoint security market to three markets valued at a combined $30 billion, including the corporate endpoint security and IT operations management markets. This gives SentinelOne a bigger potential customer base, although it also puts them in direct competition with more focused cybersecurity companies, in addition to its biggest competitor, CrowdStrike.
When the company went public in 2021, it made financial headlines as the highest-valued cybersecurity IPO ever, which gave SentinelOne a market capitalisation of $10 billion. However, it's since fallen to around $ 4 billion. It has subsequently launched S Ventures, a $100M fund, through which SentinelOne invests in cybersecurity startups and has expanded its partnership with major tax firm KPMG to accelerate cyber investigations and responses to threats.
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: $799.4m
Company benefits
- Incentive-based Wellness Challenges
- Medical, Dental & Vision
- Gym Reimbursement
- Career Wellness Perks
- Mental Health & Mindfulness
- Paid Parental Leave
- 401k
- Flexible Spending Accounts
- Short & Long Term Disability Insurance
- Employee Assistance Program
- Life Insurance
- Unlimited Time Off
- Paid Sick Time
- Paid Holidays
- Happy Hours
- Parties & Celebrations
- Team Building Activities
- All-Hands & Town Hall Gatherings
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Tomer Weingarten
(Co-Founder & CEO)They started 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 serve as CEO.
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