Principal Account Executive, Commercial (California)

Our Purpose

At the company, 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 the company, 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

The company 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 a Principal Account Executive, Commercial at the company, you own our largest and most strategic accounts in the segment. You bring a proven track record in cybersecurity sales and you operate as a leader without the title. You model collaboration, proactivity, and organization, you see the big picture, and you take it in stride.

You have demonstrated your ability to close significant deals, $100K+ ACV, leading from the front and consistently exceeding quota. You have already mastered commercial territory management. Your experience, reliability, product knowledge, and ability to make the people around you better are what make you valuable to this team.

This role covers California. Qualified candidates should be based in, or willing to relocate to, this region.

What Will You Do?

Primary responsibilities include

• Own full sales cycles across a geographically defined territory: prospecting, qualifying, presenting, negotiating, and closing.

• Build and execute a territory plan that evolves through the year and drives where your activity and focus go, with an emphasis on net-new logo acquisition and platform expansion in existing accounts.

• Run the extended account team. Pull in Sales Engineering, Channel, Customer Success, overlays, and leadership at the right moment rather than at the last minute.

• Work directly with prospects and customers at the executive level, holding equal business stature with C-level buyers.

• Develop and use deep partner relationships to build pipeline and shorten cycles.

• Forecast to within 5% of your initial call, with an accurate weekly commit, key deals broken out in Clari by quarter and month, and no hidden deals.

• Build and present your own decks and pricing, internally, to prospects, and at events.

• Coach and raise the level of your peers within the bounds of an individual contributor role. You are the role model on the team.

• Stay current on cybersecurity threats, competitor positioning, and the company platform.

• Represent the company at industry events, conferences, partner offices, and field marketing in your region.

What Skills and Knowledge Will You Bring?

Ideal candidates will have

• 5 to 7 years of successful sales performance at the company or a comparable or more complex cybersecurity company, with a record of hitting and over-achieving quota.

• Proven prospecting and hunting ability, with direct experience building out a commercial territory of large accounts.

• Consistent closure of $100K+ ACV deals.

• Strong industry experience and command of the company platform and product suite. You should be able to walk through and teach the platform with ease.

• Deep channel experience: you know how to navigate partners and you have the relationships to prove it.

• Mastery of MEDDPICC or an equivalent qualification methodology. You structure calls around what you heard, the problem you are solving, and the proposed solution.

• Proven ability to convert intent into result through deliberate action. You prepare for every engagement, respond quickly, and do what you said you would do.

• Open to direct feedback and quick to act on it. You are aware of what is happening around you and adjust without being asked.

• Professional, driven, collaborative, and honest. You look out for your peers.

• Proficiency with Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai

• Bachelor’s degree or equivalent experience.

Why the company?

AI is redefining how the world operates and rewriting the rules of security in real time, and the company was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.

We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:

Equity & Rewards

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

Time Off & Wellbeing

• Flexible time off

• Paid company holidays and paid sick time

• Gender-neutral parental leave

• Grandparent leave

Insurance & Financial Security

• Medical, dental, and vision coverage

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

Work Perks & Flexibility

• Home office allowance

• Mobile phone reimbursement

Wellness & Lifestyle

• Wellness coach

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement

This U.S. role has a base pay range plus commissions that will vary based on the location of the candidate. The range posted here is the on-target earnings (OTE) for this position, inclusive of base salary and commissions. For some locations, a different pay range may apply.  If so, this range will be provided to you during the recruiting process. You can also reach out to the recruiter with any questions.

On Target Earnings

$176,000 — $242,000 USD

The company is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

The company participates in the E-Verify Program for all U.S. based roles.

To learn more about how we use AI in our hiring process, please review our  AI in Hiring Candidate Disclosure .