Note: The job is a remote job and is open to candidates in USA. Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. The company is seeking a Senior Account Executive focused on the Navy sector to drive strategic selling, renewals, and growth across the Navy ecosystem, while managing complex enterprise SaaS transactions and building partnerships within the federal landscape.
Responsibilities
- Serve as the primary seller responsible for Mattermost's Navy business across commands, N-codes (N2/N6), PEO organizations, program offices, and mission-aligned stakeholders
- Develop and execute multi-year account strategies aligned to Navy modernization and mission priorities
- Expand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignment
- Identify, qualify, and advance pipeline across Navy commands, program offices, and associated systems integrators and prime contractors
- Track Navy IT modernization initiatives, budget cycles, and acquisition strategies to anticipate and shape opportunities ahead of the competition
- Maintain executive ownership of large-scale renewals and expansion motions across the territory
- Partner closely with an Account Manager who supports renewal execution, while retaining accountability for strategic renewal outcomes
- Identify cross-program expansion opportunities within existing deployments
- Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorship
- Manage the full sales cycle from prospecting through negotiation and close, including large, complex, multi-year enterprise software agreements (deal sizes of $500K–$5M+)
- Navigate Federal procurement environments including FAR/DFARS requirements and common contract vehicles (IDIQs, GWACs, OTAs, GSA MAS, SEWP, CIO-SP3)
- Build strong internal deal governance and forecasting discipline through Salesforce
- Develop and manage strategic co-sell relationships with major Federal Systems Integrators, including Leidos, SAIC, Booz Allen Hamilton, General Dynamics IT, and others
- Partner with Federal distributors and VARs (e.g., Carahsoft) to navigate contract vehicles, renewal workflows, and net-new agency entry
- Align with partner capture teams and distributor resources to position Mattermost within prime contracts, task orders, and program-level pursuits
- Maintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reach
- Carry and achieve an annual quota across net-new and strategic expansion outcomes
- Maintain high forecast accuracy, deal hygiene, and pipeline rigor in Salesforce
- Provide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plans
- Develop account plans and Executive Business Reviews (EBRs) that align Mattermost capabilities to Navy mission requirements and long-term strategic priorities
- Provide competitive intelligence and market feedback to product, marketing, and leadership teams to inform Mattermost's federal go-to-market strategy
- Represent Mattermost at Navy and defense industry events and conferences (WEST, Sea-Air-Space, AFCEA, etc.)
Skills
- 7+ years of enterprise SaaS sales experience, with a minimum of 4 years selling directly into U.S. Navy or broader DoD accounts
- Demonstrated track record of meeting or exceeding quota, with deal sizes of $500K–$5M+
- Established network of relationships within the Navy: program offices, N-codes (N2/N6), PEO organizations, commands, and/or supporting prime contractors
- Experience co-selling with Federal Systems Integrators and navigating partner-influenced deal structures
- Deep familiarity with Navy and DoD acquisition processes, including FAR/DFARS, contract vehicles (GSA MAS, SEWP, CIO-SP3, DIBNet, etc.), and funding mechanisms (O&M, RDT&E, SBIR/STTR)
- Experience selling into CMMC, FedRAMP, IL4/IL5/IL6, or similar DoD compliance environments
- Exceptional communication and executive presentation skills; comfortable briefing flag officers, SES civilians, and C-level executives
- Self-starter with the ability to thrive in a fast-moving, remote-first environment with high levels of autonomy
- Availability to travel approximately one week per month for customer/prospect visits and events
- Must be a U.S. citizen and eligible to obtain a U.S. government security clearance
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance preferred; TS/SCI is a plus
- Prior U.S. military service, preferably Navy or Marine Corps, or extensive experience in defense contracting supporting Navy programs
- Experience selling secure collaboration, DevSecOps tooling, cybersecurity, or mission-critical infrastructure software
- Familiarity with Navy IT modernization initiatives such as Project Overmatch, CANES, or NIWC-managed programs
- Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6)
- Established relationships within key Navy stakeholders and FSI partner ecosystems
- Familiarity with Mattermost, Slack, Microsoft Teams, or competing collaboration platforms in a federal deployment context
- Bachelor's degree in Business, Information Technology, or a related field (or equivalent professional experience)
Benefits
- Mattermost is an EEO Employer, we are a remote-first, open-source company.
- We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time.
- Mattermost values your unique perspective—we welcome all applicants.
- We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications.
- If you require accommodations during the interview process, please let us know—we’re happy to assist.
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