Sales Development Representative

SentinelOne is redefining cybersecurity through AI-powered innovation. They are seeking a Strategic Enterprise Sales Development Representative to drive pipeline within high-value accounts, focusing on account research and opportunity creation in partnership with Account Executives.

Responsibilities:

• Generate qualified pipeline across a named set of strategic enterprise accounts through highly targeted outbound prospecting
• Execute account-based prospecting strategies across phone, email, video, and social
• Consistently deliver against quarterly and annual pipeline targets aligned to enterprise revenue goals
• Work in close partnership with Enterprise Account Executives on:
• Account strategy and territory planning
• Whitespace identification
• Buying group expansion
• Multi-threaded engagement plans
• Align regularly on target accounts, priority stakeholders, and outbound motion
• Research complex organizations to understand:
• Business priorities
• Organizational structure
• Decision-making processes
• Build and maintain account maps identifying economic buyers, technical decision-makers, champions, and influencers
• Tailor outreach strategies by persona and function to drive meaningful engagement
• Lead first-touch conversations with senior stakeholders (Director, VP, C-suite)
• Conduct discovery to understand business challenges, urgency, and strategic fit
• Position SentinelOne credibly within complex security and IT environments
• Leverage Salesforce, Salesloft/Outreach, LinkedIn Sales Navigator, ZoomInfo, and intent data to manage territory, track engagement, and report results
• Provide accurate pipeline visibility through forecasting, pipeline reviews, and activity reporting
• Continuously refine prospecting strategy based on performance data and account insights

Requirements:

• 2–4+ years in an SDR/BDR or inside sales role, with a strong emphasis on enterprise or strategic account prospecting
• Demonstrated success generating pipeline through outbound
• Prior experience partnering closely with Enterprise Account Executives
• Proven ability to build and execute account-based prospecting plans
• Proven ability to perform account mapping and territory strategy
• Proven ability to multi-thread into large organizations
• Comfortable engaging stakeholders across IT, Security, Finance, and Operations
• Experience navigating long sales cycles and complex buying committees
• Strong executive-level communication skills — confident speaking with Directors, VPs, and C-suite
• Excellent written and verbal skills for high-impact outbound messaging
• Ability to run discovery conversations that feel consultative and credible
• Highly driven, accountable, and motivated by results
• Strategic thinker who enjoys solving complex business problems
• Comfortable operating in ambiguity and building structure where needed
• Team-first mentality with strong ownership of accounts and outcomes