Enterprise Account Executive, Financial Services

Overview

As a global leader in application and API security, F5 is expanding its capabilities intoAI Runtime Security, ensuring organizations can safely operationalize Generative AI across critical business workflows. The Enterprise Account Executive, AI Security: Financial Servicesis responsible forwinning 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 (formerlyCalypsoAI), 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, capitalmarketsand 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 throughoutbound,events,partnersand executive networking.

• Lead complex sales cycles involving security, AI,dataand risk stakeholders, aligning technical capabilities with regulatory, risk and business‑value outcomes.

• Run structured discovery to uncover AI security, fraud, dataprivacyand 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, securityreviewsand legal negotiations to reach successful commercial close.

• Accurately forecastpipeline, manage opportunities in CRM and report on progress against quota and key activity metrics.

• Maintain strong knowledge of the AI security,cybersecurityand financial‑services regulatory landscape (e.g.AI risk, data protection, fraud, resilience).

• Represent the company at industry events,conferencesand 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, capitalmarketsor 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,dataand 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 recordin early‑stage or high‑growth environments, comfortable building territory,processand pipeline with limited resources.

Skills and competencies

• Domain fluency: Conversant in cybersecurity concepts (threat detection, data security, identity,networkand 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, revenueprotectionand regulatory expectations.

• Complexdealleadership: 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, operationalriskand 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, customersuccessand 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,cloudor AI (e.g.CISSP, CCSP, cloud provider security certs, AI/ML programs) are a plus.

Success measures

• Exceeds annual new‑business andexpansionARR 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,expansionand customer satisfaction in partnership with customer success.