Enterprise Account Executive - Federal
SentinelOne, Washington, District of Columbia, United States
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.
Enterprise Account Executive – Role Overview As an Enterprise Account Executive, you will drive mission-critical revenue by leading complex, end-to-end sales cycles within the Department of Defense (DoD) and the Defense Industrial Base (DIB). 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 5/6, 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.
What will you do?
Build and manage relationships with federal agencies 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 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 you should bring?
5+ years of previous experience selling to Enterprise accounts, preferably in the Federal space selling endpoint security solutions
Experience in selling into the Department of Defense
Experience in working with US Defense Industrial Base and associated partners
Experience leveraging MEDDPICC sales methodology
Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders
Passionate about sales, the cybersecurity industry, and technology
Experience building new pipeline of customers while fostering relationships with existing customers
Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C‑Suite Officers
Ability to identify and articulate competitive differentiation and customer value proposition
Superb organizational and reporting skills, Salesforce experience preferred
Experience working with channel and alliance partners and a strong understanding of a channel‑centric GTM approaches
Receptive to feedback and eager to learn
May require extensive travel
Why us?
Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
Unlimited PTO
Industry-leading gender-neutral parental leave
Paid Company Holidays
Paid Sick TimeEmployee stock purchase program
Disability and life insurance
Employee assistance program
Gym membership reimbursement
Cell phone reimbursement
Numerous company-sponsored events, including regular happy hours and team-building events
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
$279,000—$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.
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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.
Enterprise Account Executive – Role Overview As an Enterprise Account Executive, you will drive mission-critical revenue by leading complex, end-to-end sales cycles within the Department of Defense (DoD) and the Defense Industrial Base (DIB). 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 5/6, 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.
What will you do?
Build and manage relationships with federal agencies 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 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 you should bring?
5+ years of previous experience selling to Enterprise accounts, preferably in the Federal space selling endpoint security solutions
Experience in selling into the Department of Defense
Experience in working with US Defense Industrial Base and associated partners
Experience leveraging MEDDPICC sales methodology
Strong communication and presentation skills, both internally and externally; ability to engage with a variety of technical and business leaders
Passionate about sales, the cybersecurity industry, and technology
Experience building new pipeline of customers while fostering relationships with existing customers
Deep understanding of the cybersecurity solutions sought by Enterprise customers, CISO and other C‑Suite Officers
Ability to identify and articulate competitive differentiation and customer value proposition
Superb organizational and reporting skills, Salesforce experience preferred
Experience working with channel and alliance partners and a strong understanding of a channel‑centric GTM approaches
Receptive to feedback and eager to learn
May require extensive travel
Why us?
Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
Unlimited PTO
Industry-leading gender-neutral parental leave
Paid Company Holidays
Paid Sick TimeEmployee stock purchase program
Disability and life insurance
Employee assistance program
Gym membership reimbursement
Cell phone reimbursement
Numerous company-sponsored events, including regular happy hours and team-building events
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
$279,000—$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.
#J-18808-Ljbffr