Principal Enterprise AE (Financial Svc)

About the role

The Enterprise Account Executive, 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.

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

• 10+ years of B2B enterprise SaaS sales with at least 7+ 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.

Pay Range

The annual base pay for this position is: $155,480.00 - $233,220.00

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.