Sr Territory Account Manager (Financial Services)

F5•New York, NY

2d•$143,000 - $214,600

About The Position

F5 is hiring a quota-carrying, hunter-oriented Enterprise Account Executive to win new-logo and expansion business with Tier-1 and Tier-2 financial institutions. The role sells F5’s AI Runtime Security portfolio, formerly CalypsoAI, and focuses on complex, multi-stakeholder, multi-year deals involving the security of AI inference, agentic systems, and enterprise LLM deployments across banking, insurance, payments, capital markets, and fintech. The position builds relationships with senior security, risk, and data stakeholders at large financial institutions. The account executive owns the full sales cycle, from prospecting and discovery through evaluation, negotiation, and close; develops territory and account plans; and coordinates internal teams to shape solution architectures and proposals. The role also requires navigating financial-services procurement, vendor risk assessments, security reviews, legal negotiations, and applicable regulatory concerns. Success includes exceeding annual new-business and expansion ARR targets, building qualified pipeline at 3–4x quota coverage, landing and expanding strategic reference customers, and supporting strong retention, expansion, and customer satisfaction. The stated annual base-pay range is $143,000–$214,600. Incentive compensation, bonus, restricted stock units, and benefits may also be offered.

Requirements

At least 8 years of B2B enterprise SaaS sales experience, including at least 5 years selling into financial services such as banking, insurance, payments, capital markets, or fintech.
Proven hunter experience with consistent net-new logo acquisition and quota overachievement against a quota exceeding $1 million ARR or equivalent annual quota.
Demonstrated success closing complex, multi-stakeholder deals with six- and seven-figure ACVs and multi-quarter sales cycles.
Experience selling cybersecurity and/or AI-related products, such as security, fraud, identity, data protection, or AI/ML/LLM platforms, to security, risk, data, and engineering buyers.
Deep familiarity with financial-services risk and regulatory topics, including fraud, AML/KYC, operational resilience, data privacy, AI risk, and model governance.
Experience selling to CISOs, CIOs, CROs, CDOs, and related senior stakeholders in large financial institutions.
Experience in early-stage or high-growth environments, with the ability to build territory, process, and pipeline with limited resources.
Knowledge of cybersecurity concepts such as threat detection, data security, identity, network security, and application security, and AI/ML topics such as LLMs, model risk, and AI attack surfaces.
Ability to engage senior financial-services executives with outcome-oriented narratives linking AI security to risk reduction, revenue protection, and regulatory expectations.
Skill in account mapping, multi-threading, building cross-functional coalitions, and using structured sales methodologies such as MEDDIC or Challenger.
Strong discovery, qualification, and value-engineering skills, including building business cases and quantifying fraud loss, operational risk, and compliance costs.
Technical aptitude to partner with sales engineers, translate technical capabilities into business value, and conduct high-level security and AI conversations.
Ability to collaborate with product, marketing, customer success, and partners on financial-services go-to-market efforts.
Consistent use of CRM, forecasting, and structured territory planning, with a data-driven approach to prioritization and pipeline management.
Bachelor’s degree in business, finance, computer science, engineering, or a related field, or equivalent experience.

Nice To Haves

Professional certifications in cybersecurity, cloud, or AI, such as CISSP, CCSP, cloud-provider security certifications, or AI/ML programs.

Responsibilities

Own the full sales cycle in named financial-services accounts, from prospecting, discovery, and business-case development through evaluation, negotiation, and close.
Build and execute territory and account plans targeting CIOs, CISOs, CROs, CDOs, heads of fraud and risk, compliance leaders, and AI and innovation leaders.
Acquire new logos and generate pipeline through outbound activity, events, partners, and executive networking.
Lead complex sales cycles with security, AI, data, and risk stakeholders, aligning technical capabilities with regulatory, risk, and business-value outcomes.
Conduct structured discovery into AI security, fraud, data privacy, and regulatory pain points; develop solution proposals and ROI/TCO cases.
Coordinate sales engineering, product, legal, compliance, customer success, and professional services to develop solution architectures and proposals.
Navigate financial-services procurement, vendor risk assessments, security reviews, and legal negotiations to achieve commercial close.
Forecast pipeline accurately, manage opportunities in CRM, and report progress against quota and activity metrics.
Maintain knowledge of AI security, cybersecurity, and financial-services regulatory developments, including AI risk, data protection, fraud, and resilience.
Represent F5 at industry events, conferences, and executive briefings as a thought partner on AI security in financial services.
Exceed annual new-business and expansion ARR targets and build qualified pipeline supporting 3–4x quota coverage.
Land and expand strategic reference customers in priority financial-services sub-verticals.
Partner with customer success to support retention, expansion, and customer satisfaction.