[Remote] Major Account Executive, Navy/Marines

Note: The job is a remote job and is open to candidates in USA. Riverbed is hiring a Major Account Executive to lead enterprise SaaS sales to Navy and Marine Corps organizations. The role owns complex sales cycles, executive and customer relationships, deal strategy, and account expansion.

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 ( Navy/Marines)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 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
• 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

• We are seeking a high-impact Large Enterprise SaaS Sales Executive who excels at selling high-value, multi-million-dollar platform deals into complex, Federal Navy and Marine Corps organizations
• Proven DoD / Navy / Marine Corps relationships
• Ability to navigate mission owners, CIO/CISO organizations, acquisition executives, contracting officers, and systems integrators
• 10+ years experience in enterprise software/SaaS sales, with consistent quota achievement
• Proven track record leading and closing $5M–$50M+ enterprise SaaS/platform transactions ( Federal Navy Marines)
• Proven DoD / Navy / Marine Corps 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
• 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
• Experience selling complex SaaS platforms (AI, cloud, digital transformation, data/analytics, or enterprise applications strongly preferred)

Benefits

• Flexible workplace policies
• Employee resource groups
• Learning and development resources
• Career progression pathways
• Community engagement initiatives
• Global employee wellness programs supporting employees’ physical, emotional, and financial well-being

Company Overview

Company H1B Sponsorship