Enterprise Account Executive - SLED, Higher Ed (West)

About this role

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.

As an Enterprise Account Executive, Higher Education (West), you will be tasked with driving cyber security and AI revenue across public and private universities, community college districts, and research institutions in the West by executing a channel-centric sales strategy with VARs, MSPs, and Systems Integrators. You will own the full sales lifecycle, from MEDDPICC-driven pipeline generation through campus buying committees, cooperative contracts, and public procurement, positioning SentinelOne's AI-native platform as the security foundation for open, distributed campus environments. Working as a Higher Education overlay alongside our SLED team, you will translate complex technical capabilities into strategic value for CIOs, CISOs, and academic leaders while helping institutions strengthen both their security posture and the next generation of cybersecurity talent.

This role is a Higher Education overlay supporting our SLED organization. We strongly prefer candidates based in CO, NV, CA, OR, WA, or AZ. This role may require extensive travel.

What Will You Do?

Primary responsibilities include:

• Serve as the Higher Education cyber security / AI subject matter expert for the SLED team, co-selling with SLED Account Executives on campus-level and system-wide opportunities.

• Build executive relationships with CIOs, CISOs, CTOs, provosts, and research computing leaders, aligning SentinelOne's platform to institutional priorities such as protecting research data, securing decentralized departments, and defending against ransomware.

• Partner with sales engineering to architect large-scale campus security transformations spanning endpoint, cloud, identity, and data across faculty, staff, student, and research environments.

• Partner with Universities and Colleges to build out Student Run/Led Security Operation Centers, Centers of Excellence, to aid advanced cybersecurity students with hands-on experience

• Run a sophisticated, MEDDPICC-driven sales process from prospecting to close across universities, college systems, community college districts, and research institutions in the West.

• Partner with channel managers, VARs, MSPs, and Systems Integrators to build pipeline and drive both net-new and recurring revenue across the territory.

• Navigate Higher Education procurement, including cooperative and consortium contracts, state purchasing vehicles, RFP and bid processes, fiscal-year and grant funding cycles, and shared-governance buying committees.

• Develop strategic academic partnerships that extend beyond the transaction, including collaboration on cybersecurity curriculum, student SOC programs, hands-on labs, and workforce enablement initiatives.

• Stay ahead of the Higher Education threat landscape, regulatory drivers such as FERPA, GLBA, HIPAA, and NIST 800-171 for research, and the competitive landscape, clearly articulating SentinelOne's differentiation.

• Prepare and provide accurate weekly forecasts to management.

• Consistently meet or exceed sales quotas.

What Skills and Knowledge Will You Bring?

Ideal candidates will have:

• A proven track record selling into and/or partnering Higher Education, including universities, colleges, community college districts, or research institutions.

• Experience working strategically with universities and colleges on education programs, such as cybersecurity curriculum development, academic enablement, student SOC programs, cyber ranges, or workforce development partnerships.

• Experience navigating SLED and Higher Education procurement, including cooperative and consortium contract vehicles, state contracts, budget and funding cycles, and campus buying committees.

• 5 or more years of experience selling to Enterprise accounts, ideally in a MEDDPICC, business-to-business SaaS environment, including 5 or more years of above-quota performance; experience in a hypergrowth environment is preferred.

• Experience closing deals with an average deal size of $500,000 or more.

• Deep understanding of the cyber security challenges unique to campus environments, including open networks, AI/AI adoption, BYOD, federated identity, decentralized IT, and research computing, with the ability to articulate competitive differentiation to CISOs and C-suite leaders.

• Experience working with or for Systems…