Major Account Executives, Intelligence Agencies ( IC)

Riverbed Technology • Home Office, VA

8d

About The Position

Riverbed is seeking a high-impact Major Account Executive to sell high-value, multi-million-dollar platform deals to Intelligence Community (IC) organizations. The role combines strategic account management, relationship building, and deal leadership, requiring the ability to navigate complex, multi-stakeholder environments, align executives, and communicate business value tied to measurable outcomes. The position is home-based, remote, or hybrid depending on location, with Washington, DC and Reston, VA listed as areas of focus. A TS/SCI Full Scope Polygraph clearance is required.

The Major Account Executive owns the full enterprise sales cycle for high-value, multi-year SaaS platform deals, including strategic planning, executive engagement, deal strategy, negotiation, contract execution, and account growth. They lead cross-functional teams and coordinate with customer success to support successful handoffs and expansion opportunities.

Riverbed offers flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, community engagement initiatives, and global employee wellness programs. Benefits and perks vary by country.

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 $5M–$50M or more, including in the Intelligence Community.
• Proven Department of Defense or Intelligence Community relationships.
• Knowledge of ROI and value-engineering frameworks, executive storytelling, and strategic account-planning methodologies.
• Ability to navigate long, multi-threaded sales cycles involving technical, business, financial, and executive stakeholders.
• Strong executive presence and communication skills, including the ability to explain 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 sales efforts throughout the deal cycle.
• TS/SCI Full Scope Polygraph clearance.

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, including deals valued at $5M–$10M or more.
• 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 to executive audiences.
• Facilitate strategic workshops, value assessments, and business case development aligned to customer outcomes.
• Lead deal strategy from discovery through contract signature, ensuring governance, value articulation, and competitive positioning.
• Navigate complex procurement, legal negotiations, compliance and security reviews, and multi-stakeholder approval processes.
• 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 while maintaining ownership, accountability, and leadership throughout the deal process.
• Expand executive relationships and 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 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