Principal Account Executive Public Sector

Company Description

Cyber Ark (NASDAQ: CY ) is the global leader in Identity Security. Centered on privileged access management, Cyber Ark provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed work forces, hybrid cloud workloads and throughout the Dev Ops lifecycle. The world’s leading organizations trust Cyber Ark to help secure their most critical assets.

To learn more about Cyber Ark, visit our Cyber Ark blogs or follow us on X, Linked In or Facebook.

As a Principal Account Executive at Cyber Ark, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers you will lead complex sales cycles, orchestrate cross‑functional teams, and deliver Cyber Ark’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to Cyber Ark’s value, and drive outcomes through a strategic engagement approach.

You will work with internal and external partners and leverage AI‑enabled sales tools to engage, influence, and win.

• Lead end‑to‑end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and Cyber Ark’s value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and day‑to‑day business operations.

• Understand customer priorities and translate Cyber Ark’s platform into tangible business value and technical relevance.
• Lead with insights, not features—this is a solution‑led, outcome‑driven role.

• Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
• Develop champions and foster account trust that supports long‑term growth and expansion.

• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co‑sell across Cyber Ark’s portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
• Co‑create plans with ecosystem partners that support joint pipeline growth and account penetration.

• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace, drive expansion, and ensure alignment with Cyber Ark’s growth goals.

• Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Cyber Ark as a strategic partner.

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome‑oriented with strong commercial judgment and quota ownership mindset.

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance‑driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

• Experience working with channel partners, cloud providers, and GSIs to co‑sell and accelerate go‑to‑market execution.

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity…