Senior Territory Account Manager – Financial Services

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Take charge of the entire sales process, from prospecting and discovery to business case development, evaluation, negotiation, and closing within designated financial-services accounts.

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

• Generate new business and create a self-sustaining pipeline through outbound efforts, events, partnerships, and executive networking.

• Manage intricate sales processes involving stakeholders in security, AI, data, and risk.

• Conduct structured discovery sessions to identify challenges related to AI security, fraud, data privacy, and regulatory issues, translating them into solution proposals and ROI/TCO analyses.

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

• Navigate the financial-services procurement landscape, including vendor risk assessments, security reviews, and legal negotiations, to achieve commercial closure.

• Project pipeline forecasts, manage opportunities in CRM, and report on progress relative to quotas and activity metrics.

• Stay informed about AI security, cybersecurity, and the regulatory environments in financial services.

• Represent F5 at industry events, conferences, and executive briefings, acting as a thought leader on AI security in the financial sector.

• Surpass annual new-business and expansion ARR objectives.

• Build a qualified pipeline ensuring 3–4x quota coverage.

• Establish and expand relationships with strategic reference customers in key financial-services sub-verticals.

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

⛳️ Requirements

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

• A minimum of 5 years of experience selling to the financial services sector.

• A proven track record as a hunter with consistent acquisition of new logos.

• Demonstrated success in exceeding targets of over $1M ARR or equivalent annual quotas.

• Experience in closing complex deals involving multiple stakeholders with six- and seven-figure ACVs and extended sales cycles.

• Strong background in cybersecurity and/or AI.

• Knowledge of financial services risk and regulatory themes, including fraud, AML/KYC, operational resilience, data privacy, AI risk, and model governance.

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

• Familiarity with early-stage or high-growth environments.

• Conversant in cybersecurity principles and AI/ML topics.

• Capability to engage senior executives in financial services with outcome-focused narratives.

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

• Strong skills in discovery, qualification, value engineering, business case development, and impact quantification.

• Technical skill set to translate technical capabilities into business value.

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

• Regular use of CRM systems, forecasting, structured territory planning, and data-driven pipeline management.

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

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

🏝️ Benefits

• Incentive compensation.

• Bonus opportunities.

• Restricted stock units.

• Comprehensive benefits package.

• Reasonable accommodations for candidates.