Senior Territory Account Manager – Financial Services

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

📋 Description

• Take ownership of the entire sales process, including prospecting, discovery, business case development, evaluation, negotiation, and closure within designated financial services accounts.

• Develop and implement territory and account strategies aimed at engaging senior executives in the financial services sector.

• Drive the acquisition of new logos and create a self-sustaining pipeline through outbound efforts, events, partnerships, and executive networking.

• Manage intricate sales cycles that involve stakeholders from security, AI, data, and risk domains.

• Conduct structured discovery sessions to pinpoint challenges related to AI security, fraud, data privacy, and regulatory compliance.

• Convert customer requirements into tailored solution proposals and ROI/TCO analyses.

• Coordinate resources across sales engineering, product management, legal, compliance, customer success, and professional services.

• Navigate the complexities of procurement processes, vendor risk assessments, security evaluations, and legal negotiations.

• Forecast sales pipeline, manage opportunities within CRM, and provide updates on progress against quotas and activity metrics.

• Stay informed about AI security, cybersecurity, and financial services regulations.

• Represent F5 at industry events, conferences, and executive briefings.

• Surpass targets for new business and expansion Annual Recurring Revenue (ARR).

• Develop a qualified pipeline to ensure 3-4 times quota coverage.

• Acquire and expand strategic reference customers.

• Collaborate with customer success to enhance retention, expansion, and overall customer satisfaction.

⛳️ Requirements

• Minimum of 8 years of experience in B2B enterprise SaaS sales.

• At least 5 years of experience selling to the financial services sector.

• Proven track record as a hunter with consistent success in acquiring net-new logos and exceeding annual quotas of over $1M ARR or equivalent.

• Experience closing complex deals involving multiple stakeholders with six- and seven-figure Annual Contract Values (ACVs) and multi-quarter sales cycles.

• Strong background in cybersecurity and/or AI technologies.

• Extensive knowledge of financial services risk and regulatory issues.

• Experience selling to CISOs, CIOs, CROs, CDOs, and other senior stakeholders in large financial institutions.

• Proven success in early-stage or high-growth environments.

• Familiarity with cybersecurity concepts and AI/ML topics.

• Ability to engage senior executives in financial services with results-driven narratives.

• Proficient in account mapping, multi-threading, coalition building, and structured sales methodologies such as MEDDIC or Challenger.

• Strong capabilities in discovery, qualification, and value engineering.

• Competent in partnering with sales engineers to facilitate high-level discussions on security and AI.

• Effective collaboration skills with product teams, marketing, customer success, and partners.

• Consistent use of CRM systems for forecasting and strategic territory planning.

• Bachelor’s degree in business, finance, computer science, engineering, or a related field, or equivalent experience.

• Professional certifications in cybersecurity, cloud computing, or AI are advantageous.

🏝️ Benefits

• Incentive compensation.

• Bonus opportunities.

• Restricted stock units.

• Comprehensive benefits package.

• Reasonable accommodations available for candidates.