Account Executive, SMB; Midwest

At Sentinel One, 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 Sentinel One, 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.

Sentinel One 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.

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 Sentinel One, 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 Midwest territory, and could include metro areas such as Chicago, Wisconsin or Kentucky.

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 Sentinel One 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 Sentinel One platform.
• Respond quickly to internal and external requests, and deliver on what you promised.

Ideal candidates will have:

• 2 to 3 years of successful sales performance at Sentinel One 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 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,…