Major Account Executive

Riverbed, the leader in AI observability

Riverbed helps organizations optimize user 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/machine learning, Riverbed’s AI‑powered observability platform and solutions improve IT efficiency. Riverbed also offers industry‑leading Acceleration solutions that provide fast, agile, secure acceleration of any app, over any network.

Title: Major Account Executive (Client Director)

Location: Remote/Home office DC/Richmond or Dallas based

• Maximize high‑value sales into 1‑2 major enterprise accounts, cross‑ and up‑sell, close new business, and build long‑term relationships with banking clients.
• Maintain a proven track record of closing large complex deals in a SaaS subscription model.
• Align client business strategy with technology, building and executing ROI methodology.
• Position yourself as a trusted advisor and thought leader within assigned accounts, understanding their structure, priorities, and decision‑makers.
• Lead complex sales cycles, orchestrating cross‑functional teams (Sales Engineering, Marketing, Product, Leadership) to deliver business value and maximize customer satisfaction.
• Manage a multi‑month sales process, breaking long cycles into milestones and tracking progress.
• Communicate and demonstrate the value of the Riverbed Platform, highlighting ROI and building business cases for decision‑makers.
• Implement an effective account management strategy, tailoring solutions to each account’s unique challenges and goals.

• Track record of success selling enterprise software in a SaaS subscription model.
• Multiple years’ experience in large enterprise sales, selling to the C‑Suite and key stakeholders.
• Existing relationships within assigned accounts.
• Experience closing large, complex deals and navigating multi‑decision‑maker buying processes.

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

With a 20‑year history of innovation, Riverbed delivers secure, seamless digital experiences and accelerates enterprise performance. We are a customer‑first company that values transparency, open communication, inclusion, and the wellbeing of our people worldwide.

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, national origin, age, disability, pregnancy, or any other protected class under applicable law.