Regional Director, DoD & Intelligence Community (IC) Sales

About the role

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).

Responsibilities

• 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.

Requirements

• 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.

Qualifications

• Active Secret (or higher) preferred; TS/SCI strongly preferred.
• Relocation: Required.

Skills

• Strategic thinking and execution.
• Leadership and team management.
• Complex negotiation and contract management.
• Technical sales and solution selling.
• Relationship building and stakeholder management.
• Understanding of federal procurement processes and contract vehicles.

Benefits

Our employee benefits include flexible workplace policies, employee resource groups, learning and development resources, career progression pathways, and community engagement initiatives. Additionally, our global employee wellness programs are designed to support the physical, emotional, and financial well-being of our employees.