Major Account Executive, Intelligence Agencies

🔥 6 minutes ago

🦀 Maryland, Virginia, +1 more states – Remote

🦀 Maryland – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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Riverbed Technology

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

🏢 Enterprise

☁️ SaaS

🔧 Hardware

Enterprise • SaaS • Hardware

Riverbed Technology is a provider of network and digital experience performance solutions that help organizations illuminate and accelerate every digital interaction. It offers software, cloud services, and appliance-based products for application and network performance monitoring, WAN optimization, and digital experience management so enterprises can deliver seamless performance for customers and employees.

📋 Description

• Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals of $5M–$10M+ • Lead cross-functional teams across Solutions Engineering, Product Engineering, Legal, Security, Finance, and Executive Sponsors to close complex deals • Develop and execute strategic account plans for major Intelligence Community enterprise accounts • Identify expansion and renewal opportunities and long-term account value • Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders • Communicate business value, ROI, and platform differentiation at the executive level • Facilitate strategic workshops, value assessments, and business case development • Lead deal strategy from discovery through contract signature • Navigate procurement, legal negotiations, compliance/security reviews, and stakeholder approval paths • Develop proposals, commercial constructs, and negotiation strategies • Develop competitive strategies and maintain deal momentum • Represent the customer internally while ensuring deal ownership and accountability • Expand executive relationships and multithreaded engagement across business units, regions, and technical organizations • Grow ACV, cross-sell platform capabilities, and drive long-term account adoption • Partner with Customer Success on handoff and expansion pathways

🎯 Requirements

• 10+ years experience in enterprise software/SaaS sales, with consistent quota achievement • Proven track record leading and closing $5M–$50M+ enterprise SaaS/platform transactions in the Intelligence Community • Proven DoD / Intelligence Community 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 • 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 ability to own and lead the battle throughout the sales motion • TS/SCI Full Scope Polygraph clearance required

🏖️ 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

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