{"id":3412041,"url":"https://alion.io/job/riverbed-major-account-executives-intelligence-agencies-ic","title":"Major Account Executives, Intelligence Agencies ( IC)","company":{"id":52578,"name":"Riverbed","domain":"riverbed.com","url":"https://alion.io/company/riverbed","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"iCIMS","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"staff","employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":129000,"max_usd":269000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":559},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AIOps","optional":false},{"name":"Machine Learning","optional":false}],"status":"live","first_seen_at":"2026-10-28T18:15:29Z","employer_posted_date":"2026-10-28","last_verified_at":"2026-11-01T16:50:15Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":3},"description":"Riverbed. Empower the Experience\nRiverbed, 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\nPosition\nTitle: Major Account Executive, Intelligence Community ( IC)\nLocation: Home/Remote/ Hybrid, Based on location ( Washington DC , Restin,VA areas )\nClearance Level: Seller will need to have a TS/SCI Full Scope Polygraph\nWe are seeking a high-impact Major Account Executives who excels at selling high-value, multi-million-dollar platform deals into complex, Intelligence Community ( IC). This individual is a strategic account manager, a relationship-driven operator, and a master deal quarterback who can confidently navigate multi-stakeholder environments, build executive alignment, and articulate business value tied to measurable outcomes.\nThe ideal candidate thrives in competitive environments, “owns the battle,” and leads the entire sales motion from initial engagement through contract execution.\nWhat you will do\nStrategic Enterprise Sales Leadership\nOwn and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+).\nQuarterback cross-functional teams (Solutions Engineering, Product Engineering, Legal, Security, Finance, Executive Sponsors) to orchestrate and close complex deals.\nDevelop and execute strategic account plans for major enterprise accounts (Intelligence Community IC) identifying expansion and renewals opportunities, and long-term value.\nExecutive Engagement & Thought Leadership\nBuild and maintain trusted relationships with C-level executives, SVPs, and business line leaders within major accounts.\nCommunicate compelling business value, ROI, and platform differentiation in clear, executive-level language.\nFacilitate strategic workshops, value assessments, and business case development aligned to customer outcomes.\nDeal Strategy, Negotiation & Execution\nLead the deal strategy from discovery through contract signature, ensuring proper governance, value articulation, and competitive positioning.\nNavigate complex procurement processes, legal negotiations, compliance/security reviews, and multi-threaded stakeholder approval paths.\nDevelop persuasive proposals, commercial constructs, and negotiation strategies that maximize deal size, velocity, and long-term customer value.\nCompetitive Drive & “Own the Battle” Mentality\nDemonstrate a high level of grit, urgency, and competitive intensity to win complex deals in crowded enterprise markets.\nDevelop strategies to outmaneuver competitors, strengthen customer commitment, and keep deal momentum moving forward.\nRepresent the customer internally while ensuring clear ownership, accountability, and leadership throughout the deal process.\nRelationship Expansion & Account Growth\nExpand executive relationships and deepen multithreaded engagement across business units, regions, and technical organizations.\nIdentify and pursue opportunities to grow ACV, cross-sell platform capabilities, and drive long-term account adoption.\nPartner closely with Customer Success to ensure smooth handoff and expansion pathways.\nWhat makes you an ideal candidate\n10+ years experience in enterprise software/SaaS sales, with consistent quota achievement.\n Proven track record leading and closing $5M-$50M+ enterprise SaaS/platform transactions ( Intelligence Community IC)\nProven DoD / Intelligence Community ( IC) Relationships\nKnowledge of ROI/value engineering frameworks, executive storytelling, and strategic account planning methodologies.\nDemonstrated ability to navigate long, multi-threaded sales cycles involving technical, business, financial, and executive stakeholders.\nStrong executive presence and exceptional communication skills-able to articulate business outcomes, financial value, and platform impact.\nExperience selling complex SaaS platforms (AI, cloud, digital transformation, data/analytics, or enterprise applications strongly preferred).\nStrong understanding of enterprise procurement, security, compliance, and legal negotiation processes.\nHigh emotional intelligence and ability to build trust quickly across large organizations.\nDemonstrated “win mentality” with the ability to own and lead the battle throughout the sales motion.\nWhat we offer\nOur 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.\nBenefits & Perks vary by Country.\nAbout Riverbed\nWith 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.\nRiverbed 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.\nCheck us out on:www.riverbed.com@LifeAtRiverbed\nTags","description_format":"text","description_chars":7080,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":true,"languages":[]},"benefits":["Flexible schedule","Wellness"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Observability & APM"],"lifecycle":[{"event":"open","at":"2026-10-28T18:15:29Z"}],"visa":[],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":3,"expected_fill_days":30,"reasons":["conf:1","win:early"],"computed_at":"2026-11-01T06:10:25Z"},"pay":null,"html_url":"https://alion.io/job/riverbed-major-account-executives-intelligence-agencies-ic","json_url":"https://alion.io/job/riverbed-major-account-executives-intelligence-agencies-ic.json","meta":{"generated_at":"2026-11-01T16:57:40Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":25992,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-02T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":52578},"rest":"https://alion.io/mcp/rest/get_company?id=52578"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Friverbed-major-account-executives-intelligence-agencies-ic"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Friverbed-major-account-executives-intelligence-agencies-ic"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Friverbed-major-account-executives-intelligence-agencies-ic"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/riverbed-major-account-executives-intelligence-agencies-ic\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Friverbed-major-account-executives-intelligence-agencies-ic"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3412041}},{"tool":"search_jobs","arguments":{"company":"riverbed.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3412041},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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