Account Executive — State, Local, and Education (SLED)

Details

At SentinelOne, we’re redefining cybersecurity by leveraging AI-powered, data-driven innovation to stay ahead of tomorrow’s threats. We value collaboration, impact, and solving complex challenges in bold, innovative ways.

Role overview

As an Account Executive focused on State, Local, and Education (SLED) accounts, you will build strategic partnerships with Value Added Resellers (VARs), Key Alliance partners, and Managed Service Providers (MSPs) to drive pipeline and closed-won revenue. You will collaborate with marketing and product teams on lead generation and go-to-market (GTM) campaigns and quarterback cross-functional teams (technical sales engineers, channel partners, marketing, executive sponsors) to close enterprise deals.

Responsibilities

• Develop and nurture strategic partnerships with VARs, Key Alliance partners, and MSPs to amplify sales efforts and grow pipeline by 3x–4x.
• Execute sales strategies that convert pipeline into closed-won revenue in a competitive endpoint security market.
• Partner with marketing and product teams to design and implement lead generation and GTM campaigns that increase product adoption.
• Lead and coordinate cross-functional efforts (SEs, channel, marketing, executive sponsors) to advance and close enterprise sales campaigns.
• Use deep knowledge of endpoint security solutions (malware prevention, antivirus, whitelisting, advanced data loss protection) to position SentinelOne’s solutions and address customer challenges.
• Engage SLED accounts (state and local government, educational institutions) to understand procurement processes and security needs.
• Consistently exceed quota, manage complex sales cycles, and maintain organizational discipline in a fast-paced environment.

Requirements

• BS technical degree or equivalent.
• 5+ years of above-quota sales experience, preferably as a Regional Sales Executive/Manager selling endpoint security solutions.
• Proven experience selling endpoint security products such as malware/exploit prevention, antivirus, whitelisting, and data loss protection.
• Experience selling enterprise software into Government (State and Local) and Education accounts; familiarity with SLED contracts and procurement vehicles.
• Experience working with channel and alliance partners and strong understanding of channel-centric GTM approaches.
• Enterprise sales experience with an actionable Rolodex of decision makers.
• Strong communication (written and verbal) and presentation skills; ability to engage with technical and business leaders.
• Superb organizational and reporting skills; experience growing sales enablement functions.
• Leadership skills to quarterback an ecosystem (SE, channel, marketing, executive sponsors) to advance enterprise sales campaigns.
• “Whatever it takes” attitude and motivation to deliver above-quota performance.
• Prior startup experience.

Benefits

• Medical, Vision, Dental
• 401(k)
• Commuter and Dependent FSA
• Unlimited PTO
• Paid company-assigned holidays and paid sick time
• Gym membership reimbursement
• Cell phone reimbursement
• Numerous company-sponsored events, including regular happy hours and team building events

Compensation

This U.S. role has a base pay range plus commissions that vary by candidate location. The range posted is the on-target earnings (OTE), inclusive of base salary and commissions. On Target Earnings: $248,000—$341,000 USD.

Additional information

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. SentinelOne participates in the E-Verify Program for all U.S.-based roles.