Sr. Account Executive – Federal | AI Security at F5 in Washington, DC

Sr. Account Executive – Federal | AI Security Location: Field-DC 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. At F5, we strive to bring a better digital world to life by helping organizations create, secure, and run applications that power modern experiences. As part of F5’s AI security strategy, F5 AI plays a critical role in enabling enterprises and government agencies to securely adopt Generative AI and LLM technologies. We are seeking a Senior Enterprise Account Executive – to lead strategic sales efforts across the Department of Defense and broader Public Sector community. This role combines traditional enterprise account ownership with F5 AI product specialization, focused on delivering AI security solutions into highly regulated, mission-critical environments. This is a quota-carrying, high-impact role requiring deep Federal sales expertise, strong partner engagement, and the ability to navigate complex, multi-stakeholder environments. An active Top-Secret clearance is required. What You’ll Do 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 What You Bring 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 Background in cybersecurity, infrastructure, or AI-related solutions strongly preferred 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 Familiarity with value-based selling methodologies (MEDDIC, Command of the Message) preferred Excellent communication, negotiation, and influencing skills #LI-AC10 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: $124,000.00 - $186,000.00 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 accommodations@f5.com.