Sr. Account Executive – Federal | AI Security

F5•Clear Lake, SD

1d•Hybrid

About The Position

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. At F5, we strive to bring a better digital world to life by helping organizations create, secure, and run applications that power modern experiences. As part of F5’s AI security strategy, F5 AI plays a critical role in enabling enterprises and government agencies to securely adopt Generative AI and LLM technologies. We are seeking a Senior Enterprise Account Executive – to lead strategic sales efforts across the Department of Defense and broader Public Sector community. This role combines traditional enterprise account ownership with F5 AI product specialization, focused on delivering AI security solutions into highly regulated, mission-critical environments. This is a quota-carrying, high-impact role requiring deep Federal sales expertise, strong partner engagement, and the ability to navigate complex, multi-stakeholder environments. An active Top-Secret clearance is required.

Requirements

8+ years of experience in Department of Defense and broader Public Sector sales, with a strong track record of quota attainment
Experience selling into Department of Defense and/or Federal/Public Sector agencies, including understanding of procurement and contracting processes
Active Top Secret (TS) clearance required
Proven success in complex, consultative sales cycles involving multiple stakeholders and long sales timelines
Background in cybersecurity, infrastructure, or AI-related solutions strongly preferred
Ability to translate technical capabilities into mission, security, and risk outcomes
Experience engaging with executive-level decision makers in large, matrixed organizations
Strong partner engagement experience across SIs, VARs, and Federal ecosystems
Familiarity with value-based selling methodologies (MEDDIC, Command of the Message) preferred
Excellent communication, negotiation, and influencing skills

Responsibilities

Own and grow strategic Department of Defense and broader Public Sector community accounts, serving as the primary point of contact across executive and operational stakeholders
Drive end-to-end enterprise sales cycles from discovery through close, including technical validation, proposal development, and negotiation
Act as a F5 AI product specialist, positioning AI security solutions within broader F5 account strategies
Engage senior leaders across CISO, CIO, CTO, AI/ML, and Risk/Compliance functions to align solutions with mission and security objectives
Develop and execute account strategies that align to Federal procurement cycles, mission priorities, and long-term growth
Build and manage relationships with Systems Integrators, Service Providers, and Federal channel partners
Identify, qualify, and advance new business opportunities, while expanding existing relationships and mitigating competitive threats
Lead executive presentations, product demonstrations, and proof-of-value engagements
Maintain accurate pipeline management and forecasting, leveraging CRM tools (e.g., Salesforce)
Provide market intelligence and customer feedback to influence product direction and go-to-market strategy
Coordinate internal resources (Sales Engineering, Product, Marketing, Leadership) to deliver cohesive, high-impact solutions