Account Executive, SMB (West)

Our Purpose

At SentinelOne , we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne , your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.

About Us

SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters.

Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity.

What Are We Looking For?

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 an Account Executive, SMB at SentinelOne , you own the full sales cycle into organizations of 51 to 500 employees. You bring relevant sales experience and a track record in cybersecurity or SaaS, and you have closed significant deals and exceeded revenue targets before. In this role you build strong proficiency in SMB territory management and sales. Navigating the partner community is essential, and your deepening understanding of cybersecurity, deal structure, customer management, and territory specifics becomes a real asset.

This role covers a West Coast territory, including metro areas such as Los Angelos and San Diego.
What Will You Do?
Primary responsibilities include:

- 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 your 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. No hidden deals.

- Present the SentinelOne sales deck with confidence, and structure calls around what you heard, the problem you are solving, 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.

What Skills and Knowledge Will You Bring?
Ideal candidates will have:

- 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 is welcome but not requir