Enterprise Account Executive - SLED, Higher Ed (West)

Title: Enterprise Account Executive - SLED, Higher Ed (West) Location: United States - Remote

As an Enterprise Account Executive, SLED (West), you will be tasked with driving regional revenue by executing a sophisticated, channel-centric sales strategy that leverages deep partnerships with VARs and MSPs, owning the entire sales lifecycle from aggressive pipeline generation via the MEDDPICC methodology through to navigating complex procurement processes, and positioning SentinelOne's endpoint security solutions as the premier choice in a highly competitive market. By combining a deep understanding of the cybersecurity landscape with close internal collaboration, you will align our cutting-edge product offerings with the mission-critical security needs of SLED customers across the West region.

We strongly prefer candidates with successful track records selling into Higher Education, based in (or willing to relocate to) CO, NV, CA, OR, WA, or AZ.

This role may require extensive travel.

What Will You Do?

Primary responsibilities include:

• Run a sophisticated sales process from prospecting to closure in collaboration across the organization.
• Partner with our channel team to drive both net-new and recurring revenue.
• Partner with channel managers to build pipeline and grow revenue for the assigned territory.
• Navigate public sector procurement to advance and close SLED opportunities, including state and local purchasing vehicles, cooperative contracts, RFP and bid processes, and Higher Education buying committees.
• Be an influential partner for customers within the cybersecurity industry and become an expert of SentinelOne products.
• Stay well educated and informed about SentinelOne's competitive landscape and how to sell the value of our solutions and competitive differentiation.
• Prepare and provide accurate forecasts to management on a weekly basis.
• Consistently meet, or exceed, sales quotas.

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• A successful track record selling into Higher Education is strongly preferred, with candidates based in (or willing to relocate to) CO, NV, CA, OR, WA, or AZ.
• Experience selling into State, Local, and Education (SLED) accounts, including public sector procurement processes, cooperative and state contract vehicles, budget and funding cycles, and Higher Education buying committees.
• 5 or more years of previous experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment, including 5 or more years of above-quota sales experience, preferably as a Sales Executive/Manager; experience in a hypergrowth environment is preferred.
• Experience closing deals with an average deal size of $500k or more.
• Strong communication and presentation skills, both internally and externally, with the ability to engage with a variety of technical and business leaders.
• Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C-Suite Officers, with the ability to identify and articulate competitive differentiation and customer value proposition.
• Experience building new pipeline of customers while fostering relationships with existing customers, including work with channel and alliance partners and a strong understanding of channel-centric GTM approaches.
• Leadership skills that drive results, fostering an ecosystem of people including sales engineers, channel, marketing, executive sponsors, immediate management, and procurement to effectively advance enterprise sales campaigns to close.
• Superb organizational and reporting skills, with Salesforce experience preferred.
• Passion for sales, the cybersecurity industry, and technology, paired with a "whatever it takes" attitude, self-motivation, a constant-learner mindset, and the ability to receive feedback.

Why SentinelOne?

AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.

We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:

Equity & Rewards

• Restricted Stock Units (RSUs)
• Employee Stock Purchase Plan (ESPP)

Time Off & Wellbeing

• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave

Insurance & Financial Security

• 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

Work Perks & Flexibility

• Home office allowance
• Mobile phone reimbursement

Wellness & Lifestyle

• Wellness coach
• Wellness/gym reimbursement
• Fertility coverage
• Adoption & surrogacy reimbursement