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.
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
