Major Account Executive, Navy/Marines

Riverbed Technology, Inc. • Reston, VA

9d

About The Position

Riverbed is seeking a high-impact enterprise SaaS sales executive to manage major Navy and Marine Corps accounts. The role owns the complete sales motion for complex, high-value, multi-year platform deals, from initial engagement and discovery through negotiation and contract execution. The successful candidate will build executive relationships, lead cross-functional deal teams, develop strategic account plans, and position Riverbed’s platform around measurable customer outcomes. The role also focuses on account expansion, renewals, cross-selling, and long-term adoption in complex federal organizations. The position is home-based, remote, or hybrid depending on location; Washington, DC, Reston, VA, or Charleston, SC areas are preferred.

Requirements

• At least 10 years of enterprise software or SaaS sales experience with consistent quota achievement.
• Track record of leading and closing $5M–$50M+ enterprise SaaS or platform transactions in Federal Navy and Marine Corps accounts.
• Established 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 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 cross-functional teams, including Solutions Engineering, Product Engineering, Legal, Security, Finance, and executive sponsors, to advance and close complex deals.
• Develop and execute strategic account plans for 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 to executive audiences.
• 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, legal negotiations, compliance and security reviews, and stakeholder approval processes.
• Develop proposals, commercial constructs, and negotiation strategies to maximize deal size, velocity, and long-term customer value.
• Develop competitive strategies, strengthen customer commitment, and maintain deal momentum.
• Represent customer needs internally and ensure clear 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.
• 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