Principal Territory Account Manager – Financial

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Take ownership of the entire sales process from prospecting and discovery to developing business cases, evaluating, negotiating, and closing deals within designated financial services accounts.

• Develop and implement territory and account strategies aimed at CIOs, CISOs, CROs, CDOs, Heads of Fraud/Risk, Compliance leaders, and AI/Innovation stakeholders.

• Drive the acquisition of new logos through outbound prospecting, participation in events, fostering partner relationships, and engaging in executive networking.

• Lead intricate sales cycles that involve stakeholders in security, AI, data, and risk.

• Act as a CalypsoAI product expert within F5's enterprise go-to-market organization.

• Collaborate with F5 enterprise account teams to generate new revenue and enhance existing customer partnerships.

• Interact with C-level and senior stakeholders, including CISOs, CIOs, CTOs, AI/ML leaders, and Risk & Compliance executives.

• Convert CalypsoAI's technical capabilities into tangible business, security, and risk outcomes.

• Conduct customized product demonstrations, deliver executive presentations, and lead proof-of-value initiatives.

• Transform inbound enterprise demand into successfully closed new business.

• Oversee pipeline management, forecasting, and deal strategy while contributing to the maturation of the enterprise sales playbook.

• Gather customer feedback and market insights to shape the product roadmap and go-to-market strategy.

⛳️ Requirements

• Over 5 years of experience in enterprise software sales, preferably in the fields of cybersecurity, infrastructure, or AI-related solutions.

• A background in cybersecurity or the sale of security solutions is highly preferred, especially experience working with CISOs, security architects, and risk teams.

• Demonstrated success in selling complex, high-value solutions to large enterprise environments.

• Experience functioning as a product-focused seller or overlay specialist in collaboration with core account teams.

• Strong background in engaging senior decision-makers within large, matrixed organizations.

• A solid understanding of qualification and value-based selling methodologies such as MEDDIC and Command of the Message.

• Capability to operate effectively in fast-paced, dynamic environments while navigating enterprise-level processes.

• Familiar with LinkedIn Sales Navigator, HubSpot, and contemporary enterprise sales technology stacks.

• Exceptional communication skills with the ability to influence both technical and executive audiences.

• Comfortable working towards targets and managing pressure while maintaining professionalism and integrity.

• Previous experience in startups, scale-ups, or post-acquisition integrations is a plus.

• A strong interest in AI, cybersecurity, and emerging enterprise technologies; familiarity with Generative AI and LLM ecosystems is highly desirable.

🏝️ Benefits

• Health

• Wellness

• PTO

• 401(k)

• Incentive compensation

• Bonus

• Restricted stock units

• Reasonable accommodations