Principal Account Executive - South Africa

Role Overview:  As a Principal Account Executive - South Africa, 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.

Key Responsibilities

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.
• Emphasize trusted advisor