Senior Account Executive - Federal, AI Security
Job Description: Own and grow strategic Department of Defense and broader Public Sector community accounts, serving as the primary point of contact across executive and operational stakeholdersDrive end-to-end enterprise sales cycles from discovery through close, including technical validation, proposal development, and negotiationAct as a F5 AI product specialist, positioning AI security solutions within broader F5 account strategiesEngage senior leaders across CISO, CIO, CTO, AI/ML, and Risk/Compliance functions to align solutions with mission and security objectivesDevelop and execute account strategies that align to Federal procurement cycles, mission priorities, and long-term growthBuild and manage relationships with Systems Integrators, Service Providers, and Federal channel partnersIdentify, qualify, and advance new business opportunities, while expanding existing relationships and mitigating competitive threatsLead executive presentations, product demonstrations, and proof-of-value engagementsMaintain accurate pipeline management and forecasting, leveraging CRM tools (e.g., Salesforce)Provide market intelligence and customer feedback to influence product direction and go-to-market strategyCoordinate internal resources (Sales Engineering, Product, Marketing, Leadership) to deliver cohesive, high-impact solutionsRequirements: 8+ years of experience in Department of Defense and broader Public Sector sales, with a strong track record of quota attainmentExperience selling into Department of Defense and/or Federal/Public Sector agencies, including understanding of procurement and contracting processesActive Top Secret (TS) clearance requiredProven success in complex, consultative sales cycles involving multiple stakeholders and long sales timelinesBackground in cybersecurity, infrastructure, or AI-related solutions strongly preferredAbility to translate technical capabilities into mission, security, and risk outcomesExperience engaging with executive-level decision makers in large, matrixed organizationsStrong partner engagement experience across SIs, VARs, and Federal ecosystemsFamiliarity with value-based selling methodologies (MEDDIC, Command of the Message) preferredExcellent communication, negotiation, and influencing skillsBenefits: incentive compensationbonusrestricted stock units