Principal Territory Account Manager (Financial)

F5•Baraga Township, MI

2d•$126,200 - $189,400

About The Position

F5, through its acquired company CalypsoAI, is seeking an experienced enterprise software seller and product specialist to support enterprise adoption of CalypsoAI’s AI security platform. The role helps organizations securely and responsibly adopt Generative AI and deploy LLMs and AI-powered applications with confidence. As a subject-matter expert within F5’s enterprise go-to-market organization, the position partners with F5 sales teams to drive adoption and revenue in strategic and global financial services accounts. The role engages senior security, risk, technology, and business stakeholders, explaining how CalypsoAI’s capabilities deliver trustworthy AI at enterprise scale. It combines new-logo acquisition, complex consultative selling, product demonstrations, proof-of-value engagements, pipeline and forecast management, and collaboration with F5 account teams. The position also gathers customer and market insights to inform the product roadmap and go-to-market strategy. The position offers the opportunity to help shape F5’s AI security portfolio and work with sophisticated enterprise customers in a fast-growth market. Compensation is described in conflicting ranges: one section lists annual base pay of $132,500–$198,700 and OTE of $264,900–$397,300 or more; another lists annual base pay of $126,200–$189,400. The role is described as having a 50/50 base-and-variable pay mix. Full-time employees are offered health, wellness, PTO, 401(k), and other benefits.

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 in large, matrixed organizations.
Grounding in qualification and value-based selling methodologies such as MEDDIC and Command of the Message.
Ability to work 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.
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

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 senior financial services stakeholders, including CIOs, CISOs, CROs, CDOs, fraud and risk leaders, compliance leaders, and AI and innovation stakeholders.
Drive new-logo acquisition and build 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 with F5 enterprise account teams to drive new revenue and expand existing customer relationships.
Engage C-level and senior stakeholders, including CISOs, CIOs, CTOs, AI/ML leaders, and risk and compliance executives.
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 the product roadmap and go-to-market strategy.