Major Account Executives, Intelligence Agencies ( IC)

Riverbed Technology; Virginia; Remote; USD 250,000 - 500,000; Full time

Job summary

Riverbed Technology is seeking a Major Account Executive for the Intelligence Community to lead multi-year, high-value SaaS platform deals from discovery to closure. The role requires navigating DoD/IC relationships, coordinating cross-functional teams, and delivering measurable business value to executives.

The ideal candidate has a proven record closing $5M-$50M+ enterprise transactions, deep IC experience, and a knack for strategic account planning and value-based selling.

Qualifications

• 10+ years experience in enterprise software/SaaS sales with quota achievement.
• Proven track record closing multi-million enterprise SaaS deals (Intelligence Community).
• Strong relationships within DoD/Intelligence Community.
• Ability to articulate ROI and strategic value to executives.

Responsibilities

• Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+).
• Quarterback cross-functional teams (Solutions Engineering, Product Engineering, Legal, Security, Finance, Executive Sponsors) to orchestrate and close complex deals.
• Develop and execute strategic account plans for major enterprise accounts identifying expansion and renewals opportunities, and long-term value.
• Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders within major accounts.
• Communicate compelling 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 the deal strategy from discovery through contract signature, ensuring governance, value articulation, and competitive positioning.
• Navigate complex procurement processes, legal negotiations, compliance/security reviews, and multi-threaded stakeholder approval paths.
• Develop persuasive proposals, commercial constructs, and negotiation strategies that maximize deal size, velocity, and long-term customer value.
• Demonstrate a high level of grit, urgency, and competitive intensity to win complex deals in crowded enterprise markets.
• Develop strategies to outmaneuver competitors, strengthen customer commitment, and keep deal momentum moving forward.
• Represent the customer internally while ensuring clear ownership, accountability, and leadership throughout the deal process.
• Expand executive relationships and deepen 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 closely with Customer Success to ensure smooth handoff and expansion pathways.

Skills

Enterprise SaaS sales

DoD/IC relationships

Executive engagement

Strategic account planning

Job description

Position

Title: Major Account Executive, Intelligence Community ( IC)

Location: Home/Remote/ Hybrid, Based on location ( Washington DC , Restin,VA areas )

Clearance Level: Seller will need to have a TS/SCI Full Scope Polygraph

Riverbed, the leader in AIOps for observability, helps organizations optimize their users' experiences by leveraging AI automation for the prevention, identification, and resolution of IT issues. With over 20 years of experience in data collection and AI and machine learning, Riverbed's open and AI-powered observability platform and solutions optimize digital experiences and greatly improve IT efficiency. Riverbed also offers industry-leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network, to users anywhere. Together with our thousands of market-leading customers globally - including 95% of the FORTUNE 100 - we are empowering next-generation digital experiences. Learn more at riverbed.com.

Job Details

Job Locations: US-VA-Home Office | US-MD-Home Office | DC

Workplace Type: Remote

Category: Sales

Req No.: 2026-8073

What you will do

Strategic Enterprise Sales Leadership

• Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+).
• Quarterback cross-functional teams (Solutions Engineering, Product Engineering, Legal, Security, Finance, Executive Sponsors) to orchestrate and close complex deals.
• Develop and execute strategic account plans for major enterprise accounts (Intelligence Community IC) identifying expansion and renewals opportunities, and long-term value.

Executive Engagement & Thought Leadership

• Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders within major accounts.
• Communicate compelling business value, ROI, and platform differentiation in clear, executive-level language.
• Facilitate strategic workshops, value assessments, and business case development aligned to customer outcomes.

Deal Strategy, Negotiation & Execution

• Lead the deal strategy from discovery through contract signature, ensuring proper governance, value articulation, and competitive positioning.
• Navigate complex procurement processes, legal negotiations, compliance/security reviews, and multi-threaded stakeholder approval paths.
• Develop persuasive proposals, commercial constructs, and negotiation strategies that maximize deal size, velocity, and long-term customer value.

Competitive Drive & "Own the Battle" Mentality

• Demonstrate a high level of grit, urgency, and competitive intensity to win complex deals in crowded enterprise markets.
• Develop strategies to outmaneuver competitors, strengthen customer commitment, and keep deal momentum moving forward.
• Represent the customer internally while ensuring clear ownership, accountability, and leadership throughout the deal process.

Relationship Expansion & Account Growth

• Expand executive relationships and deepen 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 closely with Customer Success to ensure smooth handoff and expansion pathways.

What makes you an ideal candidate

• 10+ years experience in enterprise software/SaaS sales, with consistent quota achievement.
• Proven track record leading and closing $5M-$50M+ enterprise SaaS/platform transactions ( Intelligence Community IC)
• Proven DoD / Intelligence Community ( IC) Relationships
• Knowledge of ROI/value engineering frameworks, executive storytelling, and strategic account planning methodologies.
• Demonstrated ability to navigate long, multi-threaded sales cycles involving technical, business, financial, and executive stakeholders.
• Strong executive presence and exceptional communication skills-able to articulate business outcomes, financial value, and platform impact.
• Experience selling complex SaaS platforms (AI, cloud, digital transformation, data/analytics, or enterprise applications strongly preferred).
• Strong understanding of enterprise procurement, security, compliance, and legal negotiation processes.
• High emotional intelligence and ability to build trust quickly across large organizations.
• Demonstrated "win mentality" with the ability to own and lead the battle throughout the sales motion.

What we offer

Our employee benefits including flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives are some of the reasons why we have had great success in bringing in new talent. In addition, our global employee wellness programs are crafted to support the physical, emotional, and financial well-being of our employees.

Benefits & Perks vary by Country.

About Riverbed

With a 20-year history of innovation, Riverbed is agile and proven-and we continue to disrupt the market with differentiated solutions that help customers deliver secure, seamless digital experiences and accelerate enterprise performance. We are relentlessly customer‑first: we listen, learn, and act with urgency to solve real problems and earn trust every day. We pair bold ideas with operational efficiency, simplifying how we work, focusing on what matters most, and delivering with quality and speed. Fueled by a will to win, we set ambitious goals, hold ourselves accountable, and raise the bar through measurable outcomes. At the center of it all are our people‑bringing our best selves to work with a shared commitment to excellence, transparency, and open communication. We strive to be an inclusive, fair, and enjoyable workplace where respect and wellbeing are prioritized. We are committed to our people, partners, and customers while supporting the communities where we work and live. It's the Power of WE that binds us together and drives high-impact success.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws.

Check us out on:
www.riverbed.com
@LifeAtRiverbed