Job Locations US-VA-Reston | US-TX-Home Office | US-MD-Home Office | US-FL-Home Office

Workplace Type

Hybrid

Category

Sales

Req No.

2026-8001

Riverbed, 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

Title: Regional Director, DoD & Intelligence Community (IC) Sales
Location: Washington, DC Metro Area
Travel Requirements:
Relocation:
Clearance Level: Active Secret (or higher) preferred; TS/SCI strongly preferred

The Director, Sales will play a pivotal role in developing and leading our Federal sales strategy across both the Department of Defense (DoD) and Intelligence Community (IC). This individual will coach, mentor, and lead a team of Major Account Executives as they build strategic relationships across mission-critical federal agencies, driving desired business outcomes through the Riverbed Platform.

• Develop and execute a strategic sales plan to drive revenue growth across DoD and IC agencies.
• Recruit, lead, and manage a team of Major Account Executives responsible for selling the Riverbed Platform into defense and intelligence organizations.
• Cultivate and maintain strong executive-level relationships with key stakeholders across DoD and IC agencies. Serve as a trusted advisor by understanding mission objectives and aligning Riverbed solutions to support operational and strategic outcomes.
• Drive the development and alignment of key account plans across priority defense and intelligence accounts.
  • Key deliverable: Ensure Major Account Executive sales plans incorporate strategies to position and sell the full Riverbed Platform, aligned with company business development targets and financial goals.
• Support and help lead contract negotiations for business-critical opportunities across DoD and IC accounts.
  • Key deliverable: Partner cross-functionally with Legal, Contracts, and other internal stakeholders to execute compliant, financially sound agreements that align with company objectives while delivering mission-aligned value to customers.

• Track, analyze, and report on sales performance metrics. Coach and develop the team to build both short- and long-term pipeline, ensuring achievement of quarterly revenue targets, improving deal linearity, and increasing forecast accuracy.

• Lead from the front—supporting strategic sellers in navigating complex federal sales cycles, including classified and highly regulated environments—while fostering a culture of accountability and operational excellence.

• Several years of experience in federal sales leadership, with a strong track record selling into DoD and/or Intelligence Community agencies.
• Proven success managing and leading strategic sales teams that consistently meet or exceed targets in complex federal environments.
• Deep understanding of federal budget cycles, procurement processes, and contract vehicles (e.g., IDIQs, GWACs), particularly within DoD and IC.
• Established relationships with senior decision-makers across defense and intelligence agencies.
• Strong communication skills, with the ability to articulate complex technical solutions in terms of mission impact and business value.
• Experience operating in classified environments and working with customers requiring Secret or TS/SCI-level clearances is highly preferred.

Our 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.

Benefits & Perks vary by Country.

With 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.

Riverbed 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.

Check us out on:
www.riverbed.com
@LifeAtRiverbed

#LI-SC1

Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.

Share on your newsfeed

We can recommend jobs specifically for you! Click here to get started.