[Remote] Sr. Account Executive – Federal | AI Security

Note: The job is a remote job and is open to candidates in USA. F5 is dedicated to enhancing the digital world by empowering organizations to create, secure, and run applications. They are seeking a Senior Enterprise Account Executive to lead strategic sales efforts across the Department of Defense and Public Sector, focusing on delivering AI security solutions.

Responsibilities

• Own and grow strategic Department of Defense and broader Public Sector community accounts, serving as the primary point of contact across executive and operational stakeholders
• Drive end-to-end enterprise sales cycles from discovery through close, including technical validation, proposal development, and negotiation
• Act as a F5 AI product specialist, positioning AI security solutions within broader F5 account strategies
• Engage senior leaders across CISO, CIO, CTO, AI/ML, and Risk/Compliance functions to align solutions with mission and security objectives
• Develop and execute account strategies that align to Federal procurement cycles, mission priorities, and long-term growth
• Build and manage relationships with Systems Integrators, Service Providers, and Federal channel partners
• Identify, qualify, and advance new business opportunities, while expanding existing relationships and mitigating competitive threats
• Lead executive presentations, product demonstrations, and proof-of-value engagements
• Maintain 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 strategy
• Coordinate internal resources (Sales Engineering, Product, Marketing, Leadership) to deliver cohesive, high-impact solutions

Skills

• 8+ years of experience in Department of Defense and broader Public Sector sales, with a strong track record of quota attainment
• Experience selling into Department of Defense and/or Federal/Public Sector agencies, including understanding of procurement and contracting processes
• Active Top Secret (TS) clearance required
• Proven success in complex, consultative sales cycles involving multiple stakeholders and long sales timelines
• Ability to translate technical capabilities into mission, security, and risk outcomes
• Experience engaging with executive-level decision makers in large, matrixed organizations
• Strong partner engagement experience across SIs, VARs, and Federal ecosystems
• Excellent communication, negotiation, and influencing skills
• Background in cybersecurity, infrastructure, or AI-related solutions strongly preferred
• Familiarity with value-based selling methodologies (MEDDIC, Command of the Message) preferred

Benefits

• Incentive compensation
• Bonus
• Restricted stock units
• Benefits

Company Overview