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