Account Manager, Client Development & Renewals (East Coast / Mid-Atlantic) at SentinelOne

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 an Account Manager, Client Development & Renewals, you will be tasked with owning a book of existing customer accounts and driving both renewal retention and expansion revenue within them. This is not a transactional renewals seat; it is a growth-first role where renewal is the floor, not the goal, and you will protect the base by keeping renewals healthy and on time and grow it by uncovering and closing whitespace, running consultative upsell and cross-sell conversations, and turning satisfied customers into expanding ones. You will sit within the Client Development / Renewals organization and partner closely with Account Executives, Customer Success Managers, and Sales Engineering, in a role built for a rep who is driven to outgrow a base they know well, own their numbers, and earn a path to strategic accounts or AE-track roles through expansion results. What Will You Do? Primary responsibilities include: Own a portfolio of existing accounts, carrying a dual quota of renewal retention and expansion bookings (upsell/cross-sell); identify whitespace across the SentinelOne product portfolio and run consultative expansion conversations, leading with customer use cases and outcomes, not just quotes; spot expansion triggers early, including new use cases, org growth, underutilized licenses ready to convert, and competitive displacement openings; build repeatable account plans with your CSM and SE partners that map multi-year growth, not just the next renewal. Manage renewals end to end, from early quoting and multi-threading through negotiation and on-time close; keep renewal timelines definitive and forecasts predictable across your book, so the primary focus remains on whitespace and expansion with your accounts; handle commercial negotiation on your accounts, including multi-year commitments, with support on the most complex deals. Identify churn and downgrade risk early by watching deployment health, usage, support signals, and sentiment across your accounts; run save motions on at-risk accounts, pulling in CSM, Support, and leadership when needed; flag overdeployment/downgrade exposure and get ahead of it before it hits the renewal. Own an accurate, transparent forecast across both renewal and expansion pipeline for your book; keep Salesforce and CPQ/quoting tools current, with accurate stages and a renewal/expansion pipeline you can defend; structure and close deals cleanly, using approved pricing and quote automation. Partner with CSMs on account coverage so there is no gap or overlap, and with AEs and SEs on expansion opportunities; partner with our Channel/MSSP partners on renewal continuity and baseline growth for partner-managed accounts; bring the customer's voice back to Product and the broader team, including what is working, what is stuck, and where the next opportunity is. What Skills and Knowledge Will You Bring? Ideal candidates will have: 3 to 5 years in renewals, account management, or a customer-facing sales role, with upsell/cross-sell closing experience on your record, ideally in SaaS or cybersecurity. A track record of hitting or beating quota, including driving net revenue retention above 100 percent on your own book (expansion outpacing churn), not just renewal completion. Proven experience running consultative upsell/cross-sell motions and identifying and closing whitespace within an existing customer base. Comfort managing multi-stakeholder conversations and negotiations, with direct experience negotiating with senior/economic buyers. A risk-aware instinct: you notice the early signals of churn or downgrade and act before renewal time. Strong forecasting discipline and CRM hygiene; hands-on with Salesforce and CPQ/quote tools. Strong communication and organization, curiosity about customer use-cases and the product, and a habit of opening expansion conversations without being prompted. Exposure to Channel/MSSP or 2-tier GTM models is a plus, not a requirement. 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 $123,250 — $135,000 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

What Skills and Knowledge Will You Bring?
3 to 5 years in renewals, account management, or a customer-facing sales role, with upsell/cross-sell closing experience on your record, ideally in SaaS or cybersecurity.
A track record of hitting or beating quota, including driving net revenue retention above 100 percent on your own book (expansion outpacing churn), not just renewal completion.
Proven experience running consultative upsell/cross-sell motions and identifying and closing whitespace within an existing customer base.
Comfort managing multi-stakeholder conversations and negotiations, with direct experience negotiating with senior/economic buyers.
A risk-aware instinct: you notice the early signals of churn or downgrade and act before renewal time.
Strong forecasting discipline and CRM hygiene; hands-on with Salesforce and CPQ/quote tools.
Strong communication and organization, curiosity about customer use-cases and the product, and a habit of opening expansion conversations without being prompted.
Why SentinelOne?
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
Grandparent leave
Insurance & Financial Security
Life and disability insurance
Health and dependent care FSA
Voluntary benefits (hospital, accident, critical illness)
ARAG pre-paid legal
Nationwide pet insurance
Cancer Care program

Nice-to-haves

Exposure to Channel/MSSP or 2-tier GTM models is a plus, not a requirement.

Application prep

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Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave

Wellness