Major Account Executive, Navy/Marines

Riverbed Technology • Reston, VA

5d

About The Position

Riverbed is seeking a high-impact Major Account Executive to sell high-value, multi-million-dollar platform deals into complex Federal Navy and Marine Corps organizations. The role combines strategic account management, relationship development, and leadership of complex sales opportunities from initial engagement through contract execution. The position is home-based, remote, or hybrid depending on location; Washington, DC, Reston, Virginia, and Charleston, South Carolina, are preferred areas.

The Major Account Executive owns the full enterprise sales cycle for high-value, multi-year SaaS platform deals, develops strategic account plans, and coordinates cross-functional teams to close complex opportunities. The role requires building executive alignment, navigating multi-stakeholder sales and procurement processes, articulating measurable business value, and identifying opportunities for account growth and long-term adoption.

Requirements

• 10 or more years of experience in enterprise software or SaaS sales, with consistent quota achievement.
• Proven track record leading and closing $5M–$50M+ enterprise SaaS or platform transactions in Federal Navy and Marine Corps organizations.
• Proven DoD, Navy, or Marine Corps relationships.
• Knowledge of ROI and value-engineering frameworks, executive storytelling, and strategic account-planning methodologies.
• Ability to navigate long, multithreaded sales cycles involving technical, business, financial, and executive stakeholders.
• Strong executive presence and exceptional communication skills, including the ability to articulate business outcomes, financial value, and platform impact.
• Strong understanding of enterprise procurement, security, compliance, and legal negotiation processes.
• High emotional intelligence and ability to build trust quickly across large organizations.
• Demonstrated competitive drive and ability to lead the sales process through complex deals.

Nice To Haves

• Experience selling complex SaaS platforms in AI, cloud, digital transformation, data and analytics, or enterprise applications.

Responsibilities

• Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals.
• Coordinate Solutions Engineering, Product Engineering, Legal, Security, Finance, and executive sponsors to orchestrate and close complex deals.
• Develop strategic account plans for major Navy and Marine Corps accounts, identifying expansion, renewal, and long-term value opportunities.
• Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders.
• Communicate business value, ROI, and platform differentiation in clear, executive-level language.
• Facilitate strategic workshops, value assessments, and business case development aligned to customer outcomes.
• Lead deal strategy from discovery through contract signature, including governance, value articulation, and competitive positioning.
• Navigate procurement processes, legal negotiations, compliance and security reviews, and stakeholder approval paths.
• Develop proposals, commercial constructs, and negotiation strategies that support deal size, velocity, and long-term customer value.
• Develop strategies to compete effectively, strengthen customer commitment, and maintain deal momentum.
• Represent customer needs internally while maintaining ownership, accountability, and leadership throughout the deal process.
• Expand executive relationships and multithreaded engagement across business units, regions, and technical organizations.
• Identify opportunities to grow ACV, cross-sell platform capabilities, and drive long-term account adoption.
• Partner with Customer Success to support smooth handoffs and account expansion.

Benefits

• Flexible workplace policies
• Employee resource groups
• Learning and development resources
• Career progression pathways
• Community engagement initiatives
• Global employee wellness programs supporting physical, emotional, and financial well-being

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed