SentinelOne

Sales Development Representative – Strategic

SentinelOne

full-time

Posted on:

Location Type: Remote

Location: California • Oregon • United States

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Salary

💰 $79,100 - $100,000 per year

About the role

  • 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
  • Selling into complex organizations
  • Demonstrated success generating pipeline through outbound.
  • Prior experience partnering closely with Enterprise Account Executives.
  • Proven ability to:
  • Build and execute account-based prospecting plans
  • Perform account mapping and territory strategy
  • 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.
Benefits
  • Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
  • Unlimited PTO
  • Industry leading gender-neutral parental leave
  • Paid Company Holidays
  • Paid Sick Time
  • Employee 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
account-based prospectingpipeline generationaccount mappingterritory strategydiscovery conversationsoutbound prospectingsales forecastingengagement trackingmulti-threadingstrategic planning
Soft skills
executive-level communicationconsultative sellingstrategic thinkingproblem-solvingownershipmotivationteam collaborationadaptabilityaccountabilityrelationship building