Director, Field Sales Manager – Enterprise, AI Security

This is a fully remote position, open to applicants in New York.

📋 Description

• Lead a team of Enterprise Account Executives and AI Product Specialists throughout the United States.

• Oversee the go-to-market strategy for F5’s AI Security Platform.

• Promote the adoption of F5’s AI security platform.

• Mentor the team through intricate, consultative enterprise sales processes.

• Collaborate with enterprise field and channel organizations.

• Conduct one-on-one meetings and performance evaluations.

• Develop professional growth plans and interview/hire talent for enterprise sales.

• Offer deal coaching and guidance on account strategies.

• Manage annual revenue and quota targets for the CalypsoAI product range.

• Oversee pipeline generation, deal qualification, and closing strategies.

• Drive weekly forecasting and track SaaS and software performance metrics using Salesforce and Clari.

• Maintain pipeline cleanliness, revenue projections, and executive reporting.

• Align with core sales leaders, account teams, and specialist overlay functions.

• Create and implement territory plans for the Financial Services, Healthcare, Technology, and Public Sector sectors.

• Foster relationships with channel resale partners, system integrators, and technology alliance partners.

• Engage with CIOs, CISOs, CTOs, and AI/Data/Risk executives.

• Assist in deal negotiations, proof-of-value agreements, and executive presentations.

• Convert AI security and governance capabilities into business outcomes, risk reduction, and ROI.

• Collect competitive intelligence, market trends, and client feedback to shape product roadmaps and commercial packaging.

⛳️ Requirements

• Over 3 years of direct sales management experience leading a remote or field enterprise software sales team.

• Proven history of meeting and surpassing revenue targets.

• More than 7 years of quota-driven experience selling complex, high-value enterprise cybersecurity software.

• Familiarity with MEDDIC, Command of the Message, or Challenger sales methodologies.

• Experience managing pipeline and forecasting processes using Salesforce and Clari.

• Demonstrated experience in leading an overlay or product specialist sales approach with enterprise account teams and two-tier channel ecosystems.

• Exceptional interpersonal, negotiation, and presentation skills.

• Proven ability to build and sustain trusted C-level relationships.

• Bachelor’s degree in Business, Marketing, Computer Science, or a related field, or equivalent practical experience.

• Knowledge of Artificial Intelligence, Generative AI, Large Language Models (LLMs), AI guardrails, and emerging AI threat landscapes.

• Experience in fast-growth startup/scale-up environments or post-acquisition integration within a large enterprise technology firm.

• Proficient in LinkedIn Sales Navigator, ZoomInfo, and Clari.

• Willingness to work flexible hours to support nationwide accounts across US time zones.

• Ability and readiness to travel approximately 30%–50% of the time.

🏝️ Benefits

• Health

• Wellness

• PTO

• 401(k)

• Incentive compensation

• Bonus

• Restricted stock units

• Performance-based earnings through a variable commission component

• Reasonable accommodations for candidates