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Principal Account Executive, Commercial (California)

SentinelOne· Sales
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Hybrid (California)Full-timePosted 4w ago

About the role

Principal Account Executive, Commercial at SentinelOne owning largest and most strategic accounts in the California region, with a track record of closing $100K+ ACV deals and leading territory management in cybersecurity sales.

Responsibilities

  • Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing.
  • Build and execute a territory plan that evolves through the year and drives where your activity and focus go, with an emphasis on net-new logo acquisition and platform expansion in existing accounts.
  • Run the extended account team. Pull in Sales Engineering, Channel, Customer Success, overlays, and leadership at the right moment rather than at the last minute.
  • Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers.
  • Develop and use deep partner relationships to build pipeline and shorten cycles.
  • Forecast to within 5% of your initial call, with an accurate weekly commit, key deals broken out in Clari by quarter and month, and no hidden deals.
  • Build and present your own decks and pricing, internally, to prospects, and at events.
  • Coach and raise the level of your peers within the bounds of an individual contributor role.
  • Stay current on cybersecurity threats, competitor positioning, and the SentinelOne platform.
  • Represent SentinelOne at industry events, conferences, partner offices, and field marketing in your region.

Qualifications

  • 5 to 7 years of successful sales performance at SentinelOne or a comparable or more complex cybersecurity company, with a record of hitting and over-achieving quota.
  • Proven prospecting and hunting ability, with direct experience building out a commercial territory of large accounts.
  • Consistent closure of $100K+ ACV deals.
  • Strong industry experience and command of the SentinelOne platform and product suite.
  • Deep channel experience: you know how to navigate partners and you have the relationships to prove it.
  • Mastery of MEDDPICC or an equivalent qualification methodology.
  • Proven ability to convert intent into result through deliberate action.
  • Open to direct feedback and quick to act on it.
  • Professional, driven, collaborative, and honest. You look out for your peers.
  • Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai
  • Bachelor’s degree or equivalent experience.

Skills

Required:Sales leadership in enterprise cybersecurityMEDDPICC qualificationForecasting and pipeline managementCRM and sales tools

Benefits

  • 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
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About SentinelOne

AI-Powered Enterprise Cybersecurity Platform

SentinelOne unifies AI-powered endpoint, cloud, identity, and data protection—enhanced by our Security Data Lake for seamless and efficient cybersecurity.

CybersecurityAI SecurityEndpoint SecurityCloud SecurityAI-SIEMIdentity SecurityEDRXDR
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