Director – Field Sales Manager Enterprise - AI Security

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. 
 

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

US Sales Leader – AI Security Platform

About F5 & AI Security Platform

Our employees are valued and empowered, collaborative and team-oriented, innovative in their approach, and passionate about their work. They are reliable, trustworthy, and open with a high level of integrity. They value diversity, are inclusive, and are committed to a global mindset.

The F5 AI Security Platform (Comprising F5 innovation and the CalypsoAI and Surepath acquisitions), is at the forefront of enabling enterprises to securely and responsibly adopt Generative AI. As a foundational component of F5’s AI security strategy, our AISP helps global organizations deploy Large Language Models (LLMs) and AI-powered applications with trust, compliance, and confidence. By combining the agility, innovation, and speed of an AI-native security pioneer with the scale, market reach, and stability of F5, we are defining the future of AI trust and cyber security.

Position Summary

We are seeking a high-performing Director, Field Sales Management – AI Security (US) to lead a team of Enterprise Account Executives and AI Product Specialists across the United States. In this role, you will oversee the go-to-market execution for AISP, driving rapid adoption of F5’s AI security platform.

You will lead a high-cadence sales execution motion, coach your team through complex, consultative enterprise sales cycles, and partner closely with F5’s core enterprise field and channel organizations. As LLMs drive the next major platform shift in enterprise software, you will position your team at the intersection of emerging AI threat vectors and mission-critical enterprise security.

Key Responsibilities

Leadership & People Management

• Supervise and mentor a field sales team of Enterprise Account Executives and AI Product Specialists across the US.

• Foster a high-performance culture: conduct regular 1-on-1s, perform performance evaluations, establish professional development plans, and interview/hire top-tier enterprise sales talent.

• Provide active deal coaching, account strategy guidance, and support throughout complex, multi-stakeholder enterprise buying cycles.

• Uphold F5’s Business Code of Ethics and ensure strict adherence to company operational policies and values.

Sales Execution & Operational Cadence

• Own the annual US revenue and quota targets for the CalypsoAI product portfolio.

• Run a rigorous, highly cadenced sales execution motion, managing pipeline generation, deal qualification (MEDDIC / Command of the Message), and closing strategies.

• Drive weekly forecasting and real-time monitoring of key SaaS and software performance metrics utilizing tools such as Salesforce and Clari.

• Ensure disciplined pipeline hygiene, accurate revenue projections, and timely reporting to executive leadership.

Strategic GTM & Overlay Collaboration

• Serve as a sales leadership champion for CalypsoAI within F5’s broader enterprise go-to-market organization.

• Establish strong alignment with F5 core sales leaders, account teams, and specialist overlay functions to identify, co-sell, and accelerate high-value pipeline.

• Develop and execute territory plans targeting high-growth sectors (including Financial Services, Healthcare, Technology, and Public Sector).

• Cultivate strategic relationships with key channel resale partners, system integrators, and technology alliance partners to scale indirect distribution.

Customer & Executive Engagement

• Engage with senior executive stakeholders (CIO, CISO, CTO, and Heads of AI/Data/Risk) on strategic enterprise opportunities.

• Support high-stakes deal negotiations, proof-of-value (POV) agreements, and executive-level presentations.

• Translate complex AI security and governance capabilities into tangible business outcomes, risk mitigation strategies, and ROI for prospective enterprise clients.

• Gather competitive intelligence, market trends, and client feedback to influence product roadmaps and commercial packaging.

Qualifications

Required Experience & Skills

• Quota-Carrying Sales Leadership: 3+ years of direct sales management experience leading a remote or field enterprise software sales team, with a demonstrated track record of achieving and exceeding revenue targets.

• Enterprise Cybersecurity Software Sales Background: 7+ years of prior quota-driven experience selling complex, high-value enterprise cybersecurity software.

• Sales Methodology & Rigor: Proven experience implementing rigorous sales methodologies (MEDDIC, Command of the Message, or Challenger) and managing pipeline and forecasting cadence via Salesforce and Clari.

• Matrixed & Overlay Experience: Proven track record running an overlay or product specialist sales motion in collaboration with broad enterprise account teams and two-tier channel ecosystems.

• Executive Presence: Strong interpersonal, negotiation, and presentation skills with demonstrated ability to establish and maintain trusted C-level relationships (CISO, CIO, Risk/Compliance leaders).

• Education: Bachelor’s degree in Business, Marketing, Computer Science, or related field (or equivalent practical experience).

Preferred Qualifications

• Strong subject-matter familiarity with Artificial Intelligence, Generative AI, Large Language Models (LLMs), AI guardrails, and emerging AI threat landscapes.

• Experience navigating fast-growth startup/scale-up environments or leading teams through post-acquisition integration within a large enterprise tech company.

• Working knowledge of modern GTM tech stacks including LinkedIn Sales Navigator, ZoomInfo, and Clari.

Work Environment & Travel

• Remote/field-based role located in the United States.

• Ability to work flexible hours to support nationwide accounts across US time zones.

• Travel requirements: Willingness and ability to travel approximately 30%–50% of the time for customer meetings, executive briefings, partner events, and internal quarterly business reviews.

The annual base pay for this position is $193,000-$289,400, with a variable, commission-based component that supports total earnings (OTE) of $385,900-$578,900 or more upon meeting and/or exceeding quota attainment.

This role is structured with a 50/50 pay mix, combining a strong base salary with meaningful performance-based upside. Base salary and level will be determined based on qualifications, skills, and experience. In addition, all full-time employees are offered a highly competitive benefits package comprised of Health, Wellness, PTO, 401(k), and more.

F5 is an equal opportunity employer and strongly supports diversity, equity, and inclusion in the workplace.

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

The annual base pay for this position is: $193,000.00 - $289,400.00

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice. 

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination.  F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting [email protected].