Major Account Executive – Navy/Marines

Riverbed Technology

. Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+) .

Posted 10/27/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise SaaS sales, with a proven ability to lead complex sales cycles and build strategic relationships with C-level executives. Proficient in navigating procurement processes and delivering persuasive proposals that articulate business value and drive long-term account growth.

Highest-signal resume keywords

Enterprise SaaS SalesStrategic Account PlanningExecutive CommunicationNegotiation StrategiesDoD / Navy / Marine Corps Relationships

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementValue Engineering FrameworksROI AnalysisComplex SaaS PlatformsContract NegotiationAccount ExpansionCompetitive PositioningProposal DevelopmentCompliance ReviewsStakeholder Engagement

Soft Skills

Emotional IntelligenceTrust BuildingExecutive PresenceCommunication SkillsLeadership

Industry Keywords

Federal NavyMarinesEnterprise SoftwareDigital TransformationData AnalyticsCloud ComputingProcurement ProcessesSecurity ComplianceContracting OfficersSystems Integrators

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own and drive the full enterprise sales cycle for high-value, multi-year SaaS platform deals ($5M-$10M+)
Quarterback cross-functional teams including Solutions Engineering, Product Engineering, Legal, Security, Finance, and Executive Sponsors to orchestrate and close complex deals
Develop and execute strategic account plans for major Navy/Marines enterprise accounts, identifying expansion, renewals, and long-term value opportunities
Navigate mission owners, CIO/CISO organizations, acquisition executives, contracting officers, and systems integrators
Build and maintain trusted relationships with C-level executives, SVPs, and business line leaders
Communicate business value, ROI, and platform differentiation in executive-level language
Facilitate strategic workshops, value assessments, and business case development aligned to customer outcomes
Lead deal strategy from discovery through contract signature, including governance, value articulation, and competitive positioning
Navigate procurement processes, legal negotiations, compliance/security reviews, and stakeholder approval paths
Develop persuasive proposals, commercial constructs, and negotiation strategies
Develop competitive strategies, strengthen customer commitment, and maintain deal momentum
Represent the customer internally while ensuring ownership, accountability, and leadership throughout the deal process
Expand executive relationships and multithreaded engagement across business units, regions, and technical organizations
Identify opportunities to grow ACV, cross-sell platform capabilities, and drive long-term account adoption
Partner with Customer Success to ensure smooth handoff and expansion pathways

Requirements

What you’ll need

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 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
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 the ability to own and lead the battle throughout the sales motion

Benefits

Comp & perks

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