Job description

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 a Federal Account Executive, you will be tasked with driving mission-critical revenue by leading complex, end-to-end sales cycles within the Department of Defense (DoD) and the Intelligence Community (IC). You will execute a sophisticated go-to-market strategy that balances direct high-touch engagement with strategic partner-led channels, ensuring all security solutions meet rigorous federal procurement and compliance standards (such as FedRAMP, Impact Level 5 or 6, or NIST). Beyond closing transformative deals, you will act as a strategic advisor to federal stakeholders, providing precise weekly forecasting while collaborating with Marketing and Engineering to sharpen lead generation and maintain a decisive competitive advantage in the federal theater. Qualified candidates will be based in the DC Metro area, Huntsville (Alabama), San Diego, or Colorado Springs, and may require extensive travel. What Will You Do? Primary responsibilities include: Generate revenue from accounts across the region by following up on multiple lead sources, developing new clients, and selling directly to customers while leveraging our channel community. Build and manage relationships with federal agencies, including DoD and Intelligence Community stakeholders, and key decision-makers to drive revenue and expand market presence in the federal sector. Collaborate with cross-functional teams, including product, marketing, and engineering, to align solutions with federal security needs and compliance requirements. Develop and execute strategic sales plans targeting federal government clients, leveraging both direct and partner-led sales channels. Lead complex sales cycles from prospecting to closure, with a focus on driving above-quota performance and long-term customer relationships. Stay updated on federal procurement processes, contracts, and security regulations to ensure SentinelOne's solutions are compliant and positioned as the best fit for federal cybersecurity initiatives. Be an influential partner for customers within the cybersecurity industry and become an expert on 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: 5 or more years of previous experience selling to Enterprise accounts, preferably in the Federal space selling endpoint security solutions. Experience selling into the Department of Defense and the Intelligence Community, and working with the US Defense Industrial Base and associated partners. An active Department of Defense security clearance is highly preferred. Experience leveraging MEDDPICC sales methodology. Strong communication and presentation skills, both internally and externally, with the ability to engage a variety of technical and business leaders. Passionate about sales, the cybersecurity industry, and technology. Experience building a new pipeline of customers while fostering relationships with existing customers. Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISOs, and other C-Suite officers, with the ability to identify and articulate competitive differentiation and the customer value proposition. Superb organizational and reporting skills; Salesforce experience is preferred. Experience working with channel and alliance partners and a strong understanding of channel-centric go-to-market approaches. 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 This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. The range posted here is the on-target earnings (OTE) for this position, inclusive of base salary and commissions. For some locations, a different pay range may apply. If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions. On Target Earnings $248,000 — $341,000 USD SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. SentinelOne participates in the E-Verify Program for all U.S. based roles.

Requirements

Must-haves

Generate revenue from accounts across the region by following up on multiple lead sources, developing new clients, and selling directly to customers while leveraging our channel community.
Build and manage relationships with federal agencies, including DoD and Intelligence Community stakeholders, and key decision-makers to drive revenue and expand market presence in the federal sector.
Collaborate with cross-functional teams, including product, marketing, and engineering, to align solutions with federal security needs and compliance requirements.
Develop and execute strategic sales plans targeting federal government clients, leveraging both direct and partner-led sales channels.
Lead complex sales cycles from prospecting to closure, with a focus on driving above-quota performance and long-term customer relationships.
Stay updated on federal procurement processes, contracts, and security regulations to ensure SentinelOne's solutions are compliant and positioned as the best fit for federal cybersecurity initiatives.
Be an influential partner for customers within the cybersecurity industry and become an expert on 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?
5 or more years of previous experience selling to Enterprise accounts, preferably in the Federal space selling endpoint security solutions.
Experience selling into the Department of Defense and the Intelligence Community, and working with the US Defense Industrial Base and associated partners.
Experience leveraging MEDDPICC sales methodology.
Strong communication and presentation skills, both internally and externally, with the ability to engage a variety of technical and business leaders.
Passionate about sales, the cybersecurity industry, and technology.
Experience building a new pipeline of customers while fostering relationships with existing customers.
Experience working with channel and alliance partners and a strong understanding of channel-centric go-to-market approaches.
Why SentinelOne?
We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:
Equity & Rewards
Restricted Stock Units (RSUs)

Nice-to-haves

An active Department of Defense security clearance is highly preferred.
Superb organizational and reporting skills; Salesforce experience is preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave

Wellness