[Remote] Senior Account Executive, Navy Sector

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. They are seeking a Senior Account Executive focused on the Navy sector to drive strategic sales, manage renewals, and expand the company's footprint within the Navy ecosystem.

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.
• If you require accommodations during the interview process, please let us know—we’re happy to assist.

Company Overview