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- Tasks: Drive new business and expand accounts in the public sector with CyberArk's Identity Security solutions.
- Company: Join CyberArk, the global leader in Identity Security, trusted by top organisations.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Why this job: Make a real impact in cybersecurity while collaborating with innovative teams.
- Qualifications: Proven sales experience in cybersecurity or enterprise SaaS with strong commercial acumen.
- Other info: Diverse and inclusive workplace that celebrates unique contributions.
The predicted salary is between 43200 - 72000 £ per year.
Company Description
CyberArk (NASDAQ: CYBR) is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world's leading organizations trust CyberArk to help secure their most critical assets.
Job Description
As a Principal Account Executive at CyberArk, 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 CyberArk'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 CyberArk'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.
- Ownership of Full Sales Cycle & Forecasting
- Lead end‐to‐end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk'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.
- Deliver Business Outcomes Through Consultative Selling
- Understand customer priorities and translate CyberArk's platform into tangible business value and technical relevance.
- Lead with insights, not features—this is a solution‐led, outcome‐driven role.
- Build Executive and Multi‐Level Relationships
- 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.
- Orchestrate the Broader Sales Team
- Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co‐sell across CyberArk's portfolio.
- Take ownership of the deal strategy while leveraging specialist knowledge and support resources.
- Work Across the Ecosystem
- 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.
- Territory Planning and Execution
- Own your territory strategy and build comprehensive account plans for key targets.
- Identify whitespace, drive expansion, and ensure alignment with CyberArk's growth goals.
- Use of AI‐Enabled Sales Tools
- Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.
- Market Insight and Domain Knowledge
- Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner.
Qualifications
- Sales and Commercial Acumen
- 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.
- Domain Expertise
- 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.
- Channel and Ecosystem Experience
- Experience working with channel partners, cloud providers, and GSIs to co‐sell and accelerate go‐to‐market execution.
- Interpersonal Strengths
- Strong executive presence and influencing skills across all customer levels.
- Commercial curiosity and the ability to uncover customer pain points through active listening.
- Collaborative, coachable, and resilient with a passion for team‐based success.
- Sales Process and Tool Familiarity
- Skilled in sales methodologies such as MEDDPICC and Command of the Message.
- Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.
Additional Information
We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy. CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.
Principal Account Executive - UK & I - (Public Sector) in London employer: CyberArk
Contact Detail:
CyberArk Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Principal Account Executive - UK & I - (Public Sector) in London
✨Tip Number 1
Get to know the company inside out! Research CyberArk's values, products, and recent news. This will help you tailor your conversations and show that you're genuinely interested in being part of the team.
✨Tip Number 2
Network like a pro! Connect with current employees on LinkedIn or attend industry events. Building relationships can give you insider info and might even lead to a referral, which is always a bonus!
✨Tip Number 3
Prepare for the interview by practising your consultative selling approach. Think about how you can uncover business problems and map them to CyberArk's solutions. Role-play with a friend to get comfortable with this style.
✨Tip Number 4
Don't forget to follow up after your interview! A quick thank-you email reiterating your interest and highlighting a key point from your conversation can leave a lasting impression. And remember, apply through our website for the best chance!
We think you need these skills to ace Principal Account Executive - UK & I - (Public Sector) in London
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Principal Account Executive role. Highlight your experience in consultative selling and how you've driven business outcomes in previous roles. We want to see how you can bring value to CyberArk!
Showcase Your Sales Skills: In your application, emphasise your track record of closing complex deals and your familiarity with sales methodologies like MEDDPICC. We love candidates who can demonstrate their commercial acumen and quota ownership mindset!
Highlight Your Domain Knowledge: Don’t forget to mention your understanding of cybersecurity principles, especially around identity security and PAM. Show us that you’re not just a salesperson but someone who understands the industry and can engage with CxOs effectively.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you don’t miss out on any important updates. Plus, we love seeing applications come in through our own channels!
How to prepare for a job interview at CyberArk
✨Know Your Cybersecurity Stuff
Make sure you brush up on your knowledge of cybersecurity principles, especially around identity security and privileged access management. Being able to discuss these topics confidently will show that you're not just familiar with the industry but also genuinely interested in CyberArk's mission.
✨Master the Sales Methodologies
Familiarise yourself with sales methodologies like MEDDPICC and Command of the Message. Be ready to discuss how you've applied these in past roles, as this will demonstrate your structured approach to sales and your ability to drive outcomes effectively.
✨Prepare for Consultative Selling
This role is all about consultative selling, so think about how you can uncover business problems and map them to CyberArk's value. Prepare examples from your experience where you've successfully engaged with clients to deliver tailored solutions.
✨Build Relationships Before the Interview
If possible, try to connect with current employees or follow CyberArk on social media. Understanding their culture and values will help you align your answers during the interview and show that you're a good fit for the team.
