Sr Territory Account Manager (Financial Services)

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.

As a global leader in application and API security, F5 is expanding its capabilities into AI Runtime Security, ensuring organizations can safely operationalize Generative AI across critical business workflows. The Sr Territory Account Manager, AI Security: Financial Services is responsible for winning new logo and expansion business with Tier‑1 and Tier‑2 financial institutions, selling complex AI security deals, sitting at the intersection of securing AI inference, agentic systems, and enterprise LLM deployments.

Working with F5’s AI Runtime Security portfolio (formerly CalypsoAI), you will earn credibility with senior security, risk, and data stakeholders at the world's largest banks, insurers, and payment providers. The role is quota‑carrying, hunter‑oriented, and focused on multi‑stakeholder, multi‑year deals across banking, insurance, payments, capital markets and fintech.

Key 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 CIO, CISO, CRO, CDO, Heads of Fraud/Risk, Compliance and AI/Innovation leaders.
• Drive new logo acquisition with a clear hunter mindset, building a self‑generated pipeline through outbound, 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.
• Run structured discovery to uncover AI security, fraud, data privacy and regulatory pain points and translate them into compelling solution proposals and ROI/TCO cases.
• Orchestrate internal resources (sales engineering, product, legal, compliance, customer success, professional services) to shape winning solution architectures and proposals.
• Navigate financial‑services procurement, vendor risk assessments, security reviews and legal negotiations to reach successful commercial close.
• Accurately forecast pipeline, manage opportunities in CRM and report on progress against quota and key activity metrics.
• Maintain strong knowledge of the AI security, cybersecurity and financial‑services regulatory landscape (e.g. AI risk, data protection, fraud, resilience).
• Represent the company at industry events, conferences and executive briefings, acting as a credible thought partner on AI security in financial services.

Required experience

• 8+ years of B2B enterprise SaaS sales with at least 5+ years selling into financial services (banking, insurance, payments, capital markets or fintech).

• Proven hunter background with a consistent record of net‑new logo acquisition and over‑achievement against >1M ARR or equivalent annual quota.
• Demonstrated success running and closing complex, multi‑stakeholder deals with six‑ and seven‑figure ACVs and multi‑quarter sales
• Strong cybersecurity and/or AI experience: selling security, fraud, identity, data protection, or AI/ML/LLM‑based platforms into security, risk, data and engineering buyers.
• Deep familiarity with financial‑services risk and regulatory themes (fraud, AML/KYC, operational resilience, data privacy, AI risk, model governance).

• Hands‑on experience selling to CISOs, CIOs, CROs, CDOs and adjacent senior stakeholders in large financial institutions.
• Track record in early‑stage or high‑growth environments, comfortable building territory, process and pipeline with limited resources.

Skills and competencies

• Domain fluency: Conversant in cybersecurity concepts (threat detection, data security, identity, network and application security) and AI/ML topics (LLMs, model risk, AI attack surfaces).
• Executive presence: Able to engage senior financial‑services executives with clear, outcome‑oriented narratives that connect AI security to risk reduction, revenue protection and regulatory expectations.
• Complex deal leadership: Skilled at account mapping, multi‑threading, building coalitions across business, security, risk, data and IT, and running structured sales methodologies (e.g. MEDDIC, Challenger).
• Consultative selling: Strong discovery, qualification and value‑engineering capabilities, including building business cases and quantifying impact on fraud loss, operational risk and compliance cost.
• Technical aptitude: Able to partner closely with sales engineers, translate technical capabilities into business value, and credibly handle high‑level security and AI conversations.
• Collaboration: Works effectively with product, marketing, customer success and partners to shape go‑to‑market plays for financial services.
• Process discipline: Consistent use of CRM, forecasting, and structured territory planning; data‑driven approach to prioritization and pipeline management.

Education & background

• Bachelor’s degree in business, finance, computer science, engineering or related field, or equivalent experience.jobs.
• Professional certifications in cybersecurity, cloud or AI (e.g. CISSP, CCSP, cloud provider security certs, AI/ML programs) are a plus.

Success measures

• Exceeds annual new‑business and expansion ARR targets in assigned financial‑services accounts.
• Builds a sustainable, qualified pipeline that supports 3-4x coverage on quota.
• Lands and expands strategic reference customers in priority FS sub‑verticals (e.g. Tier‑1 banks, global insurers, payment processors).

Demonstrates strong retention, expansion and customer satisfaction in partnership with customer success.

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The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

The annual base pay for this position is: $119,200.00 - $178,800.00

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.