AI Business Development Representative III

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. This hybrid position requires in office attendance in our Liberty Lake, WA Offices 3 days of the week Are you all about AI and want to dive deep into where AI is headed with F5 customers? In this role, you'll be focused on AI Security Solutions within F5, prospecting into key verticals (e.g., Financial Services, Healthcare, and Technology/SaaS), engaging AI Guardrails and Red Team-aligned personas, and qualifying high-quality discovery calls for AMs and SEs. Are you energized by opening and advancing customer conversations tied to AI initiatives, especially AI security? Do you thrive in a fast-paced environment that blends account-based outbound prospecting with high-quality inbound follow-up? If so, the AI BDR Specialist (BDR III) role at F5 could be a great fit. At F5, we strive to bring a better digital world to life. Our teams empower organizations worldwide to create, secure, and run applications that shape how we experience our evolving digital world. We are passionate about cybersecurity—protecting consumers from fraud, enabling companies to innovate faster, and ensuring trust in every digital interaction. Everything we do centers around people. That means obsessing over how to make our customers' lives better and their customers' lives better, too. It also means cultivating a diverse, inclusive F5 community where everyone can thrive. The F5 Digital Sales organization is a key growth engine for the company, and this role puts you at the forefront of modern selling. You'll leverage AI, automation, digital marketing, and data-driven insights to open new conversations, create momentum, and drive customer outcomes. Position Summary The AI BDR Specialist (BDR III) is an AI pipeline generation role focused on creating and accelerating opportunities tied to F5's AI Security. You will own a defined set of priority accounts and partner tightly with other BDRs, aligned sellers, solutions engineers, and AI Security teams to drive high-quality discovery calls, opportunity creation, and pipeline contribution through discipline qualification, account planning, and multi-threaded outreach. This is a quota-carrying role with an annual quota and quarterly targets. The goal is to meet and surpass targets through quality discovery, reliable follow-through, and steady execution in both inbound and outbound approaches, while maintaining rigorous standards for AI opportunities. Primary Responsibilities Deliver against quota by meeting and exceeding quarterly targets for qualified discovery meetings, opportunity creation, and pipeline contribution for AI Security and AI Guardrails. Own and follow up on all AI Guardrails MQLs & MLs to improve speed-to-lead, consistency of outreach, meeting conversion, and downstream pipeline outcomes. Further qualify all BDR-influenced Calypso AI meetings by gathering details on target persona quality, AI readiness/maturity, current state, success criteria, and project timeline, capturing clear notes and next steps for AM/SE handoff. Own vertical target-account prospecting, sourcing meetings focused on AI Security, prioritizing accounts in key verticals (e.g., Financial Services, Healthcare, Technology/SaaS) and engaging priority personas with tailored messaging and consistent multi-channel outreach. Partner tightly with AI Security teams (and aligned

DSM/AM/SE

pods) to coordinate plays, sharpen talk tracks, and ensure meeting quality aligns to the AI Guardrails qualification standard. Dedicated resources for AI events and webinars engage attendees, book follow-up meetings (including on-site meetings where applicable), and ensure accurate lead-to-meeting attribution. Map and multi-thread within complex accounts—building coverage across buying committees and increasing engagement "higher and wider" to reduce single-thread risk. Operate with strong CRM hygiene by keeping activity, lead status, notes, and opportunity context current in Salesforce and Outreach to enable accurate reporting and follow-up. Partner cross-functionally with Marketing, Demand Ops, and Enablement to improve lead flow, refine vertical messaging, and continuously raise meeting quality. Ideal Candidate Proven BDR/SDR experience in generating opportunities and building a qualified pipeline. Comfortable leading customer-facing discovery conversations and qualifying complex use cases with multiple stakeholders.

Strong account-based prospecting discipline:

research-driven outreach, persistence, and the ability to tailor messaging by persona, industry, and buying signal. Interest and aptitude for AI topics (AI security, governance/guardrails, API security) and willingness to learn quickly.

Highly collaborative:

able to partner tightly with AI Team and Account Teams, and specialist teams to align priorities and drive outcomes.

Operational rigor:

strong organization, follow-up habits, and attention to detail with a commitment to clean CRM documentation. Experience with Salesforce and Outreach (plus Sales Navigator and intent/data tools) is a plus. In this role, you will: Complete onboarding and AI Guardrails (Calypso AI) enablement, including qualification standards, talk tracks, discovery frameworks, and handoff expectations aligned to AI Security teams. Build a strategic account plan for your book: target personas, stakeholder map, active initiatives, and prioritized plays aligned to your pod's goals. Execute a consistent weekly operating rhythm across inbound response, outbound prospecting, account reviews, and pipeline follow-up to drive predictable results. Strengthen meeting quality through tight discovery, clear next steps, and strong internal handoffs—helping increase conversion from meeting → opportunity → next-stage outcomes. High-performing individuals in this role can progress into advanced specialist motions, senior sales development leadership, or future account roles (including AM/SE paths) based on business needs and demonstrated readiness. F5 Networks, Inc. is an equal opportunity employer and strongly supports workplace diversity. The annual base pay for this position is $55,000 - $65,000 with a variable, commission‑based component that supports total on target earnings of $68,000 to 80,000 or more upon meeting and/or exceeding quota attainment. This role is structured with a 60/40 pay mix, combining a strong base salary with meaningful performance‑based upside. #LI-TG1 #LI-Hybrid1 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. 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.

Hybrid:

Employees within 30 commutable miles of an F5 office are required to work from the office a minimum of 30 business days per quarter.

Remote:

Primarily work from designated home location but can come into an F5 office to work or travel to an offsite location as needed. Together, we're building a better digital world. Founded in 1996, F5 is a global leader in application delivery and security. Our premier platform helps customers secure and deliver every app, API, and piece of infrastructure across all environments. Backed by over three decades of expertise and 553 patents, our solutions protect against threats while ensuring fast, reliable digital experiences. With over 6,400 employees, we serve more than 23,000 customers in over 170 countries. To continue this work, we need people like you—the best minds in the industry. We're committed to a unique, human-first culture that encourages authenticity, prioritizes diversity and inclusion, and fosters the growth and success of our employees.