Regional Director, DOD Sales

Position

Regional Director, DoD & Intelligence Community (IC) Sales – Washington, DC Metro Area.

Travel requirements:
None specified. Relocation:
None specified. Clearance level:
Active Secret (or higher) preferred; TS/SCI strongly preferred.

• 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, serving as a trusted advisor to align Riverbed solutions with mission objectives.
• Drive the development and alignment of key account plans across priority defense and intelligence accounts, ensuring sales plans incorporate strategies to position and sell the full Riverbed Platform.
• Support and help lead contract negotiations for business-critical opportunities across DoD and IC accounts, partnering with Legal, Contracts, and other internal stakeholders to execute compliant, financially sound agreements.
• Track, analyze, and report on sales performance metrics, coaching and developing the team to build both short- and long-term pipeline, achieve quarterly revenue targets, improve deal linearity, and increase 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) 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.

Riverbed offers flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, community engagement initiatives, and global employee wellness programs designed to support physical, emotional, and financial well‑being.

Riverbed, the leader in AIOps for observability, has over 20 years of experience in data collection and AI/ML. Its AI‑powered observability platform and acceleration solutions optimize digital experiences and improve IT efficiency, serving 95% of the Fortune 100. The company is committed to inclusivity, transparency, and operational excellence.

Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer. It provides equal employment opportunities 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 childbirth (including breastfeeding), genetics, marital status, veteran status, or any other basis protected by applicable laws.