Principal Territory Account Manager (Enterprise)

F5•Clear Lake, SD

1d•$138,900 - $208,300

About The Position

F5 is seeking an experienced enterprise seller to support CalypsoAI, an F5 company, and its mission to help enterprises adopt generative AI securely and responsibly. The role serves as a subject-matter expert and product specialist for CalypsoAI’s AI security platform, partnering with F5 enterprise sales teams to drive adoption across strategic and global accounts, with a focus on named financial services accounts. The position owns the full sales cycle, from prospecting and discovery through technical validation, negotiation, and close. The successful candidate engages senior security, risk, technology, and business stakeholders, and connects the platform’s technical capabilities to regulatory, business-value, security, and risk outcomes. The role also contributes customer and market feedback to product and go-to-market strategy, and helps mature the enterprise sales playbook.

Requirements

At least 5 years of experience in enterprise software sales.
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.
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 and ability to influence technical and executive audiences.
Comfort working to targets and managing pressure with professionalism and integrity.
Strong interest in AI, cybersecurity, and emerging enterprise technologies.

Nice To Haves

Enterprise software sales experience in cybersecurity, infrastructure, or AI-related solutions.
Cybersecurity background or experience selling security solutions, particularly engaging CISOs, security architects, and risk teams.
Experience with MEDDIC or Command of the Message.
Prior startup, scale-up, or post-acquisition integration experience.
Knowledge of generative AI and LLM ecosystems.

Responsibilities

Own the full sales cycle within named financial services accounts, from prospecting, discovery, and business-case development through evaluation, negotiation, and close.
Build and execute territory and account plans targeting executives and leaders in technology, security, risk, fraud, compliance, and AI/innovation.
Drive new-logo acquisition and develop self-generated pipeline through outbound activity, events, partners, and executive networking.
Lead complex sales cycles involving security, AI, data, and risk stakeholders, connecting technical capabilities with regulatory, risk, and business-value outcomes.
Serve as a CalypsoAI product specialist within F5’s enterprise go-to-market organization.
Partner with F5 enterprise account teams to generate new revenue and expand existing customer relationships.
Engage C-level and senior stakeholders, including CISO, CIO, CTO, AI/ML, risk, and compliance leaders.
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, and help mature the enterprise sales playbook.
Capture customer feedback and market insights to influence product roadmap and go-to-market strategy.