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Account Executive, SMB (West)

SentinelOne· Sales
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Hybrid (Los Angeles, CA)Full-timePosted 4w ago

About the role

Account Executive, SMB responsible for owning the full sales cycle into organizations with 51–500 employees in a West Coast territory (including LA and San Diego), focusing on cybersecurity/SaaS solutions and channel collaboration to drive new logo acquisition and revenue growth.

Responsibilities

  • Drive revenue across your territory through a mix of outbound prospecting, and partner-sourced opportunities.
  • Own the full sales cycle: prospecting, discovery, demonstration, negotiation, and close.
  • Create, maintain, and execute a territory plan, and learn to scale coverage through the channel.
  • Work with channel managers, resellers, and the field sales team on joint go-to-market plans that accelerate new logo acquisition.
  • Prepare for every engagement, internal and external, and organize your effort around hitting and exceeding quota.
  • Forecast to within 10% of your initial call, deliver an accurate weekly commit, and break key deals out in Clari by quarter and month.
  • Present the SentinelOne sales deck with confidence, and structure calls around MEDDPICC, and the proposed solution.
  • Prepare, lead, and present to C-Level buyers and below, and pull in leadership when the audience calls for it.
  • Build product and industry knowledge as you ramp, and keep current on threats, competitors, and the SentinelOne platform.
  • Respond quickly to internal and external requests, and deliver on what you promised.

Qualifications

  • 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. You know what endpoint security is and what it is for.
  • Deeper expertise welcome but not required; you will learn the products and the industry as you onboard.
  • 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. You look out for your peers.
  • Excellent written, verbal, and presentation skills.
  • Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, and Salesloft.
  • Bachelor’s degree or equivalent experience.

Skills

Required:Sales strategy and territory planningFull sales cycle managementChannel/partner ecosystemForecasting and CRM toolsPresentation and communication

Benefits

  • Equity & Rewards: Restricted Stock Units (RSUs); Employee Stock Purchase Plan (ESPP)
  • Time Off & Wellbeing: Flexible time off; paid holidays and sick time; gender-neutral parental leave; grandparent leave
  • Insurance & Financial Security: Medical, dental, vision; 401(k) with match; life and disability insurance; FSA; voluntary benefits; EAP; legal plan; pet insurance; cancer care program; travel medical insurance
  • Work Perks & Flexibility: Home office allowance; mobile phone reimbursement
  • Wellness & Lifestyle: Wellness coach; 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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