Principal Territory Account Manager (Financial)

F5, Inc.; Western Springs (IL); Hybrid; USD 133,000 - 199,000; Full time

Benefits offered by this job

Health insurance

401(k)

PTO

Job summary

F5, Inc. is seeking an experienced Enterprise Account Executive / Product Specialist to drive adoption of CalypsoAI within named accounts. You will engage senior security and technology stakeholders, translating AI security capabilities into business value and risk reduction.

This role combines enterprise software sales with a focus on cybersecurity and AI security platforms. You will own complex deals, deliver tailored demos, and partner with F5 enterprise teams to expand relationships and

Qualifications

• 5+ years of experience in enterprise software sales.
• Background in cybersecurity or selling security solutions is preferred.
• Experience engaging with CISOs, security architects, and risk teams.
• Proven success selling complex, high-value solutions into large enterprise environments.

Responsibilities

• Own the full sales cycle from prospecting to close in named accounts.
• Build and execute territory and account plans targeting C-level and security leaders.
• Drive new logo acquisition with a hunter mindset and self-generated pipeline.
• Lead complex sales cycles involving security, AI, data, and risk stakeholders.

Skills

Enterprise software sales

Cybersecurity sales

Executive engagement

MEDDIC framework

Complex deal cycles

Stakeholder management

Sales enablement tools

Communication to executives

Tools

LinkedIn Sales Navigator

HubSpot

Job description

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

CalypsoAI, acquired by F5, is seeking an experienced Enterprise Account Executive / Product Specialist to support its mission of enabling enterprises to securely and responsibly adopt Generative AI. As part of F5, CalypsoAI is a foundational component of F5’s AI security strategy, helping global organizations deploy LLMs and AI-powered applications with confidence. In this role, you will act as a subject-matter expert and product specialist for CalypsoAI’s AI security platform, working alongside F5 enterprise sales teams to drive adoption across strategic and global accounts. You will engage senior stakeholders across security, risk, and technology functions, clearly articulating how CalypsoAI delivers trustworthy AI at enterprise scale. The ideal candidate brings a strong background in enterprise software sales, excels in complex, consultative deal cycles, and has a meaningful understanding of cybersecurity and enterprise security buying motions. This is a unique opportunity to combine the innovation and speed of an AI-native security company with the scale, reach, and market leadership of F5.

As LLMs drive the next major platform shift in enterprise software, entirely new AI-driven threat vectors are emerging, creating an urgent need for purpose-built AI security. CalypsoAI is at the forefront of this market.

What You'll Do

• Own the full sales cycle from prospecting, discovery, and business case development through evaluation, negotiation, and close within named financial services accounts.
• Build and execute territory and account plans targeting CIOs, CISOs, CROs, CDOs, Heads of Fraud/Risk, Compliance leaders, and AI/Innovation stakeholders.
• Drive new logo acquisition with a hunter mindset, building a self-generated pipeline through outbound prospecting, events, partner relationships, and executive networking.
• Lead complex sales cycles involving security, AI, data, and risk stakeholders, aligning technical capabilities with regulatory, risk, and business-value outcomes.
• Serve as a CalypsoAI product specialist within F5's enterprise go-to-market organization.
• Partner closely with F5 enterprise account teams to drive new revenue and expand existing customer relationships.
• Own and influence complex enterprise sales cycles from discovery and technical validation through negotiation and close.
• Engage C-level and senior stakeholders, including CISOs, CIOs, CTOs, AI/ML leaders, and Risk & Compliance executives.
• Translate CalypsoAI's technical capabilities into compelling business, security, and risk outcomes.
• Lead tailored product demonstrations, executive presentations, and proof-of-value engagements.
• Convert inbound enterprise demand into closed new business.
• Manage pipeline, forecasting, and deal strategy while helping mature the enterprise sales playbook.
• Capture customer feedback and market insights to influence product roadmap and go-to-market strategy.

What You Bring

• 5+ years of experience in enterprise software sales, ideally in cybersecurity, infrastructure, or AI-related solutions.
• Background in cybersecurity or selling security solutions is strongly preferred, particularly experience engaging with CISOs, security architects, and risk teams.
• Proven success selling complex, high-value solutions into large enterprise environments.
• Experience operating as a product-focused seller or overlay specialist in partnership with core account teams.
• Strong experience engaging senior decision-makers within large, matrixed organizations.
• Solid grounding in qualification and value-based selling methodologies such as MEDDIC and Command of the Message.
• Ability to operate effectively in fast-paced, evolving environments while navigating enterprise-scale processes.
• Familiarity with LinkedIn Sales Navigator, HubSpot, and modern enterprise sales technology stacks.
• Excellent communication skills with the ability to influence both technical and executive audiences.
• Comfortable working to targets and managing pressure with professionalism and integrity.
• Prior startup, scale-up, or post-acquisition integration experience is a plus.
• Strong interest in AI, cybersecurity, and emerging enterprise technologies; knowledge of Generative AI and LLM ecosystems is highly desirable.

Why Join Us

• Play a key role in shaping F5's AI security portfolio following the CalypsoAI acquisition.
• Work at the intersection of cutting-edge AI innovation and global enterprise adoption.
• Engage with some of the world's largest and most sophisticated enterprise customers.
• Join a high-caliber team operating in a fast-growth, strategically critical market.
• Benefit from the reach, resources, and stability of F5 combined with the innovation and expertise of CalypsoAI.

#LI-GB1

The annual base pay for this position is $132,500-$198,700, with a variable, commission-based component that supports total earnings (OTE) of $264,900-$397,300 or more upon meeting and/or exceeding quota attainment. This role is structured with a 50/50 pay mix, combining a strong base salary with meaningful performance-based upside. Base salary and level will be determined based on qualifications, skills, and experience. In addition, all full-time employees are offered a highly competitive benefits package comprised of Health, Wellness, PTO, 401(k), and more.

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

The annual base pay for this position is: $126,200.00 - $189,400.00 F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice. Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting [e-mail].

Hybrid: Employees within 50 commutable miles of a primary F5 office are required to work from the office Tuesday-Thursday (starting Feb. 1, 2027).

Together, we're building a better digital world. Founded in 1996, F5 is a global leader in application delivery and security. Our premier platform helps customers secure and deliver every app, API, and piece of infrastructure across all environments. Backed by over three decades of expertise and 553 patents, our solutions protect against threats while ensuring fast, reliable digital experiences. With over 6,400 employees, we serve more than 23,000 customers in over 170countries. To continue this work, we need people like you—the best minds in the industry. We're committed to a unique, human-first culture that encourages authenticity, prioritizes diversity and inclusion, and foster ...