Principal Territory Account Manager – Enterprise

. Own the full sales cycle from prospecting, discovery and business case development through evaluation, negotiation and close within named financial services accounts .

Posted 11/9/2026full-timeMassachusetts • United StatesLead💰 $138,900 - $208,300 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise software sales with a focus on cybersecurity and AI solutions, effectively engaging C-level stakeholders and managing complex sales cycles. Proven ability to translate technical capabilities into business outcomes while leveraging modern sales technologies.

Highest-signal resume keywords

Enterprise Software Sales ExperienceCybersecurity Solutions SellingValue-Based Selling MethodologiesC-Level Stakeholder EngagementFamiliarity with LinkedIn Sales Navigator

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementBusiness Case DevelopmentPipeline ForecastingComplex Solution SellingProduct DemonstrationsNegotiation SkillsMarket Insights CaptureQualification MethodologiesTechnical Capabilities TranslationSelf-Generated Pipeline Development

Soft Skills

Excellent Communication SkillsInfluencing SkillsProfessionalismIntegrityAbility to Work Under Pressure

Tools & Technologies

LinkedIn Sales NavigatorHubSpotSales Technology StacksCalypsoAI ProductsEnterprise Sales Playbook

Industry Keywords

Financial Services AccountsCIOCISOCROCDOFraud/Risk ManagementComplianceAI/InnovationGenerative AILLM Ecosystems

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own the full sales cycle from prospecting, discovery and business case development through evaluation, negotiation and close within named financial services accounts
Build and execute territory and account plans targeting CIO, CISO, CRO, CDO, Heads of Fraud/Risk, Compliance and AI/Innovation leaders
Drive new logo acquisition and build a self-generated pipeline through outbound, events, partners and executive networking
Lead complex sales cycles involving security, AI, data and risk stakeholders
Serve as a CalypsoAI product specialist within F5’s enterprise go-to-market organization
Partner with F5 enterprise account teams to drive new revenue and expand existing customer relationships
Engage C-level and senior stakeholders
Translate CalypsoAI’s technical capabilities into business, security and risk outcomes
Lead tailored product demonstrations, executive presentations and proof-of-value engagements
Convert inbound enterprise demand into closed new business
Manage pipeline, forecasting and deal strategy while helping mature the enterprise sales playbook
Capture customer feedback and market insights to influence product roadmap and GTM strategy

Requirements

What you’ll need

5+ years of experience in enterprise software sales
Background in cybersecurity or selling security solutions is a strong advantage
Proven success selling complex, high-value solutions into large enterprise environments
Experience operating as a product-focused seller or overlay specialist in partnership with core account teams
Strong experience engaging senior decision-makers within large, matrixed organizations
Solid grounding in qualification and value-based selling methodologies (MEDDIC, Command of the Message preferred)
Familiarity with LinkedIn Sales Navigator, HubSpot, and modern enterprise sales technology stacks
Strong interest in AI, cybersecurity, and emerging enterprise technologies
Knowledge of Generative AI and LLM ecosystems is a strong advantage
Excellent communication skills with the ability to influence technical and executive audiences
Comfortable working to targets and managing pressure with professionalism and integrity

Benefits

Comp & perks

Health
Wellness
PTO
401(k)
Incentive compensation
Bonus
Restricted stock units
Competitive benefits package