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About the Role
The F5 AI Security Platform (AISP) is at the forefront of enabling enterprises to securely and responsibly adopt Generative AI. This role will lead a team of Enterprise Account Executives and AI Product Specialists across the United States, driving the go-to-market execution for AISP and accelerating the adoption of F5’s AI security platform.
Responsibilities
- Supervise and mentor a field sales team of Enterprise Account Executives and AI Product Specialists across the US.
- Foster a high-performance culture through regular 1-on-1s, performance evaluations, and professional development plans.
- Conduct interviews and hire top-tier enterprise sales talent.
- Provide active deal coaching, account strategy guidance, and support throughout complex enterprise buying cycles.
- Uphold F5’s Business Code of Ethics and ensure adherence to company operational policies and values.
- Own the annual US revenue and quota targets for the CalypsoAI product portfolio.
- Manage pipeline generation, deal qualification (MEDDIC / Command of the Message), and closing strategies.
- Drive weekly forecasting and real-time monitoring of key SaaS and software performance metrics using tools like Salesforce and Clari.
- Ensure disciplined pipeline hygiene, accurate revenue projections, and timely reporting to executive leadership.
- Serve as a sales leadership champion for CalypsoAI within F5’s broader enterprise go-to-market organization.
- Establish strong alignment with F5 core sales leaders, account teams, and specialist overlay functions to co-sell and accelerate pipeline.
- Develop and execute territory plans targeting high-growth sectors.
- Cultivate strategic relationships with key channel resale partners, system integrators, and technology alliance partners.
- Engage with senior executive stakeholders (CIO, CISO, CTO, and Heads of AI/Data/Risk) on strategic enterprise opportunities.
- Support high-stakes deal negotiations, proof-of-value (POV) agreements, and executive-level presentations.
- Translate complex AI security and governance capabilities into tangible business outcomes, risk mitigation strategies, and ROI.
- Gather competitive intelligence, market trends, and client feedback to influence product roadmaps and commercial packaging.
Requirements
- 3+ years of direct sales management experience leading a remote or field enterprise software sales team with a track record of achieving revenue targets.
- 7+ years of prior quota-driven experience selling complex, high-value enterprise cybersecurity software.
- Proven experience implementing rigorous sales methodologies (MEDDIC, Command of the Message, or Challenger).
- Demonstrated ability to manage pipeline and forecasting cadence via Salesforce and Clari.
- Proven track record running an overlay or product specialist sales motion in collaboration with broad enterprise account teams and two-tier channel ecosystems.
- Strong interpersonal, negotiation, and presentation skills.
- Demonstrated ability to establish and maintain trusted C-level relationships (CISO, CIO, Risk/Compliance leaders).
- Bachelor’s degree in Business, Marketing, Computer Science, or related field (or equivalent practical experience).
- Strong subject-matter familiarity with Artificial Intelligence, Generative AI, Large Language Models (LLMs), AI guardrails, and emerging AI threat landscapes.
- Experience navigating fast-growth startup/scale-up environments or leading teams through post-acquisition integration.
- Working knowledge of modern GTM tech stacks including LinkedIn Sales Navigator, ZoomInfo, and Clari.
Skills
- Sales Management
- Enterprise Software Sales
- Cybersecurity Sales
- Sales Methodologies (MEDDIC, Command of the Message, Challenger)
- Pipeline Management
- Forecasting
- Salesforce
- Clari
- Channel Sales
- Negotiation
- Presentation Skills
- C-level Relationship Building
- Artificial Intelligence
- Generative AI
- Large Language Models (LLMs)
- AI Guardrails
- AI Threat Landscapes
- GTM Tech Stacks
- LinkedIn Sales Navigator
- ZoomInfo
Location
- United States
Work Type
- Remote
- Field-based
Experience Level
- Director
- 3+ years sales management
- 7+ years cybersecurity sales
Education Level
- Bachelor's degree in Business, Marketing, Computer Science, or related field (or equivalent practical experience)
Salary/Compensations
- Base pay: $193,000-$289,400
- OTE: $385,900-$578,900 or more
Benefits
- Health
- Wellness
- PTO
- 401(k)
- More
About the Company
- 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.
- We obsess over how to make the lives of our customers, and their customers, better.
- We prioritize a diverse F5 community where each individual can thrive.
- Our employees are valued and empowered, collaborative and team-oriented, innovative in their approach, and passionate about their work.
- They are reliable, trustworthy, and open with a high level of integrity.
- They value diversity, are inclusive, and are committed to a global mindset.
Equal Opportunity
- F5 is an equal opportunity employer and strongly supports diversity, equity, and inclusion in the workplace.
- 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.