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. This strategic account manager will build executive alignment, navigate multi-stakeholder environments, communicate measurable business value, and lead sales motions 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 role owns the enterprise sales cycle for high-value, multi-year SaaS platform deals, typically valued at $5 million to $10 million or more, and leads cross-functional teams through complex deal execution. It also develops strategic account plans, expands executive relationships, identifies growth and renewal opportunities, and works with Customer Success on handoffs and future expansion.

The successful candidate brings substantial enterprise software or SaaS sales experience, a record of quota achievement and large transaction wins, and established Department of Defense, Navy, or Marine Corps relationships. They can navigate lengthy procurement and approval processes, lead negotiations, and build customer trust while maintaining urgency and competitive intensity.

Requirements

• At least 10 years of experience in enterprise software or SaaS sales, with consistent quota achievement.
• Proven track record leading and closing enterprise SaaS or platform transactions valued at $5 million to $50 million or more, particularly in Federal Navy and Marine Corps accounts.
• Established Department of Defense, Navy, or Marine Corps 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 process throughout 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.
• Lead 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 Federal Navy and Marine Corps accounts, identifying expansion, renewal, and long-term value opportunities.
• Navigate relationships across mission owners, CIO/CISO organizations, acquisition executives, contracting officers, and systems integrators.
• 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.
• Manage complex procurement processes, legal negotiations, compliance and security reviews, and stakeholder approval paths.
• Develop persuasive proposals, commercial constructs, and negotiation strategies to maximize deal size, velocity, and long-term customer value.
• Develop strategies to outmaneuver competitors, strengthen customer commitment, and maintain deal momentum.
• Represent the customer internally while providing clear ownership, accountability, and leadership throughout the deal process.
• Expand executive relationships and multithreaded engagement across business units, regions, and technical organizations.
• Identify and pursue opportunities to grow ACV, cross-sell platform capabilities, and drive long-term account adoption.
• Partner with Customer Success to ensure smooth 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

What This Job Offers

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