Regional Director, DoD & Intelligence Community; IC Sales

Riverbed. Empower the Experience

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.

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…