Regional Director, DOD Sales

Riverbed Technology

Austin, TX

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. 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. Learn more at riverbed.com

Position

Title: Regional Director, DOD Sales

Location: Remote/Home Office - Washington DC Metro Area preferred.

Clearance Level: Secret (or higher) preferred

The Director, Sales will play a pivotal role in helping develop and lead our Federal sales strategy. Coaching, mentoring, and leading a team of Major Account Executives as they develop strategic relationships throughout the DOD, driving desired business outcomes through the Riverbed Platform.

What you will do

Recruit, lead, and manage a team of Major Account Executives, responsible for selling the Riverbed Platform to DOD agencies.
Cultivate and maintain strong executive-level relationships with key government stakeholders and within DOD agencies.
Be a trusted advisor, understanding DOD customers' objectives and requirements, then aligning our solutions to address their business needs.
Direct the development and alignment of key account plans.
Key deliverable: Major Account Executive sales plans that are inclusive of means and ways to sell the entire Riverbed Platform, consistent with Company's business development targets and financial goals.
Help lead contract negotiations for business-critical accounts.

Key deliverable: Work cross-functionally with Legal, Contracts, and other internal stakeholders to reach financially sound and resource supported contracts that align to the Company's objectives, while delivering value added products, support, and services that align to our customers' needs.

Track, analyze, and report on sales performance metrics. Coach and manage the team to build short- and long-term pipeline that ensures attainment of quarterly revenue goals, drives improved linearity within the quarter, and improves forecast accuracy.
Lead from the front - as needed - help strategic sellers navigate a complex sales process. Build a culture of accountability and operational excellence throughout your sales team.

What makes you an ideal candidate

Multiple years of experience in federal sales leadership, well-versed in selling into DOD agencies.
Track record of successfully managing and leading a team of strategic sellers that consistently meets or exceeds sales targets.
Comprehensive knowledge of DOD budget cycles, procurement processes, and contract vehicles.
Existing strong relationships with senior decision makers within DOD agencies.
Effective communicator, able to translate complex technical solutions into business value propositions.

What we offer

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.

About Riverbed

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.

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@LifeAtRiverbed