Sr Territory Account Manager (Financial Services)
About The Position
F5 is seeking a quota-carrying, hunter-oriented Sr Territory Account Manager to win new-logo and expansion business with Tier-1 and Tier-2 financial institutions. The role sells complex AI security solutions at the intersection of securing AI inference, agentic systems, and enterprise LLM deployments, using F5’s AI Runtime Security portfolio, formerly CalypsoAI. The position develops credibility with senior security, risk, and data stakeholders at banks, insurers, and payment providers. It is focused on multi-stakeholder, multi-year deals across banking, insurance, payments, capital markets, and fintech. The role owns the full sales cycle, from prospecting and discovery through evaluation, negotiation, and close, while coordinating internal teams and navigating financial-services procurement and compliance processes. Success includes exceeding annual new-business and expansion ARR targets, maintaining qualified pipeline coverage of 3–4x quota, landing and expanding strategic reference customers, and supporting retention, expansion, and customer satisfaction in partnership with customer success. The annual base pay range is $119,200–$178,800. 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.
- A proven hunter background with consistent net-new logo acquisition and a record of exceeding a quota greater than $1 million ARR or equivalent annual quota.
- Demonstrated success running and closing complex, multi-stakeholder deals with six- and seven-figure ACVs and multi-quarter sales cycles.
- Cybersecurity and/or AI experience, including selling security, fraud, identity, data protection, or AI/ML/LLM-based platforms to security, risk, data, and engineering buyers.
- Deep familiarity with financial-services risk and regulatory themes, including fraud, AML/KYC, operational resilience, data privacy, AI risk, and model governance.
- Hands-on experience selling to CISOs, CIOs, CROs, CDOs, and adjacent senior stakeholders at large financial institutions.
- Experience in early-stage or high-growth environments and comfort building territory, process, and pipeline with limited resources.
- Fluency in 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 clear, outcome-oriented narratives connecting AI security to risk reduction, revenue protection, and regulatory expectations.
- Skill in account mapping, multi-threading, coalition-building across business, security, risk, data, and IT, and structured sales methodologies such as MEDDIC or Challenger.
- Strong discovery, qualification, and value-engineering skills, including building business cases and quantifying the impact on fraud loss, operational risk, and compliance cost.
- Technical aptitude to partner with sales engineers, translate technical capabilities into business value, and handle high-level security and AI conversations.
- Ability to collaborate with product, marketing, customer success, and partners on financial-services go-to-market plays.
- 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, from prospecting, discovery, and business-case development through evaluation, negotiation, and close within named financial-services accounts.
- Build and execute territory and account plans targeting CIOs, CISOs, CROs, CDOs, Heads of Fraud/Risk, Compliance leaders, and AI/Innovation leaders.
- Acquire new logos by building a self-generated pipeline through outbound activity, events, partners, and executive networking.
- Lead complex sales cycles involving security, AI, data, and risk stakeholders, aligning technical capabilities with regulatory, risk, and business-value outcomes.
- Conduct structured discovery to identify AI security, fraud, data privacy, and regulatory pain points, and develop solution proposals and ROI/TCO cases.
- Coordinate sales engineering, product, legal, compliance, customer success, and professional services to shape 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 issues, 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.
- Build sustainable qualified pipeline to support 3–4x quota coverage and land and expand strategic customers in priority financial-services subsectors.
- Partner with customer success to support customer retention, expansion, and satisfaction.
Benefits
- Incentive compensation may be offered.
- Bonus may be offered.
- Restricted stock units may be offered.
- Benefits are offered; details are available through F5’s benefits information.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
