Principal Territory Account Manager (Enterprise)

F5 • New York, NY

1d • $151,500 - $227,300

About The Position

F5 is hiring a Principal Territory Account Manager to act as a CalypsoAI product specialist within its enterprise go-to-market organization. CalypsoAI, acquired by F5, provides an AI security platform that helps enterprises adopt generative AI securely and responsibly. The role partners with F5 enterprise sales teams to drive adoption across strategic and global accounts, engaging senior stakeholders in security, risk, and technology and explaining how the platform delivers trustworthy AI at enterprise scale.

The position involves leading complex, consultative enterprise sales cycles, from discovery and technical validation through negotiation and close. The specialist will support new revenue and expansion opportunities, convert inbound demand, lead demonstrations and proof-of-value engagements, and manage pipeline, forecasts, and deal strategy. The role also contributes customer and market insights to product roadmap and go-to-market strategy.

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.

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.
• Strong interest in AI, cybersecurity, and emerging enterprise technologies.
• Knowledge of generative AI and LLM ecosystems.

Responsibilities

• Serve as a CalypsoAI product specialist within F5’s enterprise go-to-market organization.
• Partner 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 stakeholders.
• Translate CalypsoAI’s technical capabilities into 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.

Benefits

• May be offered incentive compensation, bonus, and restricted stock units.
• Benefits are offered; specific benefit details are available through F5’s careers benefits information.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed