Senior Major Account Executive, Intelligence Community

Riverbed Technology

Broadlands (VA)

Hybrid

USD 200,000 - 500,000

Full time

12 days ago

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Benefits offered by this job

Flexible workplace policies

Career progression pathways

Learning & development resources

Wellness programs

Job summary

Riverbed is seeking a Major Account Executive for the Intelligence Community to drive high-value, multi-year SaaS platform deals. You will own the full sales cycle, engage C-level executives, and coordinate cross-functional teams to deliver compelling business value and secure multi-million-dollar contracts.

The role emphasizes strategic account planning, ROI storytelling, and navigating complex procurement with strong leadership and competitive drive.

Qualifications

10+ years of enterprise software/SaaS sales experience.
Proven track record closing $5M–$50M+ enterprise SaaS/platform transactions (Intelligence Community).
Established DoD/Intelligence Community relationships.
Knowledge of ROI/value engineering, executive storytelling, and strategic account planning methodologies.
Ability to navigate long, multi-threaded sales cycles with technical, business, financial, and executive stakeholders.

Responsibilities

Own the full enterprise sales cycle for high-value deals ($5M-$10M+).
Lead cross-functional teams (Solutions Engineering, Product Engineering, Legal, Security, Finance, Executives).
Develop and execute strategic account plans identifying expansion and renewal opportunities.
Negotiate and execute deals with governance, value articulation, and competitive positioning.