Manager of Sales Development, SentinelOne
$160-220k
OTE
Plus Restricted Stock Units (RSUs) and Employee Stock Purchase Plan (ESPP)
Autonomous cybersecurity platform
Be an early applicant
Autonomous cybersecurity platform
1001+ employees
Be an early applicant
$160-220k
OTE
Plus Restricted Stock Units (RSUs) and Employee Stock Purchase Plan (ESPP)
1001+ employees
Company mission
To defeat every attack, every second, of every day.
Role
Who you are
- 2+ years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers
- Proven track record of building teams that successfully prospect into complex enterprise organizations
- Strong understanding of enterprise sales cycles and account-based prospecting strategies
- Experience developing structured prospecting systems and performance frameworks
- Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools
- Demonstrated coaching excellence and performance improvement track record
- Experience hiring and ramping SDR talent
- Bachelor’s degree or equivalent work experience
- Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
- Track record of developing SDRs who transition successfully into Enterprise AE roles
- Experience building enterprise prospecting playbooks and outbound standards
- Cybersecurity or relevant industry experience
- Personal closing experience is a plus, but not required
What the job involves
- We’re looking for people who are relentlessly curious and committed to continuous learning. 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 the Enterprise Sales Development Manager, you will lead a team of Sales Development Representatives to penetrate complex enterprise accounts through high-touch outbound campaigns
- You’ll drive operational excellence by coaching on AI-enabled prospecting and conducting pipeline inspections to maximize meeting-to-qualified pipeline conversion. Partnering with Enterprise Sales leadership, you’ll bridge outreach and strategic account planning to build a high-conversion revenue funnel
- Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs
- Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development
- Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment
- Hire, onboard, and ramp new Enterprise SDR talent
- Mentor SDRs on strategic prospecting and long-term career development
- Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts
- Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration
- Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach
- Increase white space coverage and executive-level engagement within assigned territories
- Build and iterate on outbound plays aligned to enterprise segments
- Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration
- Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage
- Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs
- Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools
- Drive data accuracy, reporting clarity, and operational rigor
- Champion adoption of modern prospecting tools and AI-driven workflows
- Leverage AI for account prioritization, personalization, and signal-based outreach
- Integrate data-driven insights into team prospecting strategy and daily execution
- Elevated outbound prospecting quality and strategic account penetration
- Strong meeting-to-qualified pipeline conversion
- Clear Enterprise prospecting standards operationalized across the team
- High-trust partnership between SDRs and Enterprise Sales
- A disciplined, strategic SDR team operating as business partners — not activity executors
- Successfully developing and coaching BDRs to be future company AEs
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: $799.3m
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.
Share this job
View 30 more jobs at SentinelOne