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F5 is a global leader in application and API security, expanding into AI Runtime Security to help organizations safely operationalize Generative AI across critical business workflows. This role is part of F5's AI Runtime Security portfolio (formerly CalypsoAI), focused on securing AI inference, agentic systems, and enterprise LLM deployments.
As an Enterprise Account Executive for AI Security in Financial Services, you will own the full sales cycle targeting Tier-1 and Tier-2 financial institutions. You will prospect, conduct discovery, develop business cases, and close complex, multi-stakeholder deals involving security, AI, data, and risk stakeholders. Your territory will span banking, insurance, payments, capital markets, and fintech.
Key responsibilities include:
- Owning the complete sales cycle from prospecting through close within named financial services accounts
- Building and executing territory and account plans targeting C-suite executives (CIO, CISO, CRO, CDO) and heads of fraud, risk, compliance, and AI/innovation
- Driving new logo acquisition with a hunter mindset, building self-generated pipeline through outbound, events, partners, and executive networking
- Leading complex sales cycles involving multiple stakeholders, aligning technical capabilities with regulatory, risk, and business-value outcomes
- Running structured discovery to uncover AI security, fraud, data privacy, and regulatory pain points, translating them into compelling proposals and ROI/TCO cases
- Orchestrating internal resources (sales engineering, product, legal, compliance, customer success, professional services) to shape winning solution architectures
- Navigating financial-services procurement, vendor risk assessments, security reviews, and legal negotiations
- Accurately forecasting pipeline, managing opportunities in CRM, and reporting progress against quota and activity metrics
- Maintaining strong knowledge of AI security, cybersecurity, and financial-services regulatory landscape
- Representing the company at industry events, conferences, and executive briefings as a thought partner on AI security in financial services
You will be quota-carrying and hunter-oriented, focused on multi-stakeholder, multi-year deals. Success is measured by exceeding annual new-business and expansion ARR targets, building a sustainable qualified pipeline with 3-4x coverage on quota, landing strategic reference customers in priority financial services sub-verticals, and demonstrating strong retention and customer satisfaction.
REQUIREMENTS:
- 8+ years of B2B enterprise SaaS sales experience
- At least 5+ years selling into financial services (banking, insurance, payments, capital markets, or fintech)
- Proven hunter background with 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 cycles
- 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
- Domain fluency in cybersecurity concepts (threat detection, data security, identity, network and application security) and AI/ML topics (LLMs, model risk, AI attack surfaces)
- Executive presence and ability to engage senior financial-services executives with outcome-oriented narratives
- Complex deal leadership skills including account mapping, multi-threading, building coalitions, and running structured sales methodologies (e.g., MEDDIC, Challenger)
- Consultative selling capabilities with strong discovery, qualification, and value-engineering abilities
- Technical aptitude to partner with sales engineers and credibly handle high-level security and AI conversations
- Collaboration skills across product, marketing, customer success, and partners
- Process discipline with consistent CRM use, forecasting, and structured territory planning
