Senior Enterprise Sales Lead - IC SaaS (Remote)

Riverbed Technology; Virginia; A distancia; USD 250.000 - 500.000; Jornada completa

Descripción de la vacante

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.

Formación

• 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.

Responsabilidades

• 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.

Conocimientos

Enterprise SaaS sales

DoD/IC relationships

Executive engagement

Strategic account planning

Descripción del empleo

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.