Sales Development Representative, Strategic – West

About the Role

We are looking for a Strategic Enterprise Sales Development Representative to drive pipeline within our most critical, high-value accounts. This is a precision, account-based prospecting role focused on penetrating complex enterprise organizations, partnering closely with Account Executives, and creating qualified opportunities that directly impact revenue.

In this role, you will operate as an extension of the enterprise sales team — owning account research, stakeholder mapping, outbound strategy, and opportunity creation across a defined set of strategic accounts.

If you thrive in complex selling environments, enjoy working closely with senior AEs, and are motivated by breaking into hard-to-reach enterprise accounts, we’d love to meet you.

What will you do? 

Drive Strategic Pipeline Creation

• 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.

Partner Deeply with Account Executives

• 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.

Own Account Intelligence & Mapping

• 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.

Execute Enterprise-Level Discovery

• 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.

Drive Operational Excellence

• 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.
  
  

What skills and experience should you bring? 

Experience

• 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.

Enterprise Prospecting & Strategy Skills

• 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.

Communication & Presence

• 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.
  
  

Mindset

• 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.
  
  

Why us?

You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry.

• 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