About the role:
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. The Principal Account Executive – BNK Strategic AI Solutions is a senior, quota-carrying sales leader responsible for driving revenue growth, pipeline expansion, and market dominance for F5's BNK speedboat initiative.
Responsibilities:
•Own and exceed annual and quarterly revenue quotas (ARR/TCV) by closing high-value, complex transactions across strategic accounts and emerging AI markets
•Build, qualify, and manage a robust, multi-quarter sales pipeline through targeted prospecting, executive networking, and strategic ecosystem partnerships
•Lead end-to-end commercial negotiations, contract structuring, pricing strategies, and procurement processes to maximize total contract value and closing speed
•Establish and cultivate trusted relationships with C-suite executives, VPs of Engineering, Heads of Infrastructure, and Chief AI Officers
•Articulate the strategic business value, ROI, and competitive differentiation of F5's BNK solutions for AI-native application delivery, Kubernetes scaling, and GPUaaS performance
•Construct comprehensive account strategies and territory plans to systematically penetrate targeted accounts and outmaneuver legacy competitors
•Drive market adoption of the BNK platform within emerging NeoCloud and GPU-as-a-Service ecosystems
•Partner with strategic AI ecosystem vendors, cloud providers, and channel partners to co-sell and drive high-margin joint pipeline
•Leverage field insights and win/loss analysis to collaborate with Product, GTM, and Marketing teams, shaping commercial pricing models, packaging, and go-to-market strategies
•Orchestrate dedicated cross-functional deal teams—including Strategic Sales Engineers, Solutions Architects, Product Managers, and Executive Sponsors—to drive unified customer pursuits
•Partner with Customer Success and Post-Sales Engineering to ensure successful deployment, high customer retention, and long-term account expansion (land-and-expand strategy)
Requirements:
•Proven Enterprise Sales Success: 8+ years of experience as a top-performing enterprise Account Executive / Commercial Leader in SaaS, Cloud Infrastructure, Networking, Application Delivery, or AI/ML software environments
•Consistent Quota Attainment: Demonstrated track record of meeting or exceeding $2M+ annual quotas, closing multi-hundred-thousand to seven-figure deals
•Domain & Ecosystem Expertise: Strong commercial understanding of modern cloud infrastructure, Kubernetes, GPU-as-a-Service (GPUaaS), AI software frameworks, and application delivery
•Executive Presence & Selling: Mastery of value-based, consultative selling methodologies (e.g., MEDDPICC, Challenger) with a proven ability to close deals at the CXO/VP level
•Deal Structuring & Closing: Advanced negotiation skills and business acumen to navigate complex enterprise procurement and legal processes
•Strategic Account Management: Ability to map complex enterprise organizations, identify economic buyers, and construct winning account strategies
•Commercial Agility: Thrives in a fast-paced, startup-like ("speedboat") environment with a high bias for action, urgency, and resourcefulness
•Cross-Functional Leadership: Exceptional team leadership skills to marshal technical and executive resources behind high-value opportunities
Conditions:
No conditions specified in the posting.
