Major Account Executives, Intelligence Agencies ( IC)

Riverbed Technology, Inc.•Beltsville, DC

About The Position

Riverbed is seeking a high-impact Major Account Executive to sell high-value, multi-million-dollar software platform deals to Intelligence Community accounts. The role combines strategic account management, relationship building, and deal leadership, with responsibility for navigating complex stakeholder environments, building executive alignment, and connecting Riverbed’s platform to measurable business outcomes. The successful candidate will lead the sales motion from initial engagement through contract execution and thrive in competitive enterprise markets. The position is home-based, remote, or hybrid depending on location, with a stated focus on the Washington, DC and Reston, Virginia areas. The seller must hold a TS/SCI Full Scope Polygraph clearance. Riverbed describes itself as a leader in AIOps for observability. Its AI-powered observability platform helps organizations prevent, identify, and resolve IT issues, and its acceleration solutions deliver secure application performance across networks. The company cites more than 20 years of experience and says its customers include 95% of the Fortune 100.

Requirements

At least 10 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.
Proven Department of Defense or Intelligence Community relationships.
Knowledge of ROI and value-engineering frameworks, executive storytelling, and strategic account-planning methodologies.
Demonstrated 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 effort throughout the deal process.
Ability to obtain or hold a TS/SCI Full Scope Polygraph clearance; the posting states that the seller will need this clearance.

Nice To Haves

Experience selling complex SaaS platforms, particularly 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, including deals valued at $5M–$10M+.
Coordinate cross-functional teams, including Solutions Engineering, Product Engineering, Legal, Security, Finance, and executive sponsors, to orchestrate and close complex deals.
Develop and execute strategic account plans for major Intelligence Community 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 with 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 multi-stakeholder approval paths.
Develop proposals, commercial constructs, and negotiation strategies to maximize deal size, velocity, and long-term customer value.
Develop strategies to compete effectively, strengthen customer commitment, and maintain deal momentum.
Represent customer needs internally and ensure 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 increase long-term account adoption.
Partner with Customer Success to support smooth customer handoffs and expansion pathways.

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.

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