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Senior Account Executive, Navy Sector

23 hours, 24 minutes ago
United States
Full-time
Senior
Account Executive
Sales and Business Development
Cybersecurity DevSecOps Salesforce
Apply Now
Mattermost

Mattermost

Mattermost is a secure collaboration platform that accelerates mission critical work with real-time communication, file sharing, and workflow automation for technical teams worldwide.

Professional Services
51-250
Founded 2016
$70M raised
View All Jobs 2

Description

  • Serve as the primary seller for Mattermost’s Navy business across commands, program offices, N-codes, PEO organizations, and mission stakeholders.
  • Develop and execute multi-year account strategies aligned to Navy modernization and mission priorities.
  • Expand the company’s footprint across additional Navy commands and programs through executive alignment and strategic penetration.
  • Identify, qualify, and advance pipeline across Navy accounts, systems integrators, and prime contractors.
  • Own large-scale renewals and expansion motions while partnering with an Account Manager on renewal execution.
  • Lead complex enterprise SaaS sales cycles from prospecting through negotiation and close.
  • Navigate Federal procurement processes, contract vehicles, and security review workflows.
  • Build co-sell relationships with Federal Systems Integrators, distributors, and VARs to accelerate procurement and reach.
  • Maintain forecasting discipline, deal governance, and pipeline rigor in Salesforce.
  • Develop account plans, Executive Business Reviews, and competitive intelligence to support federal go-to-market strategy.

Requirements

  • 7+ years of enterprise SaaS sales experience, including at least 4 years selling directly into U.S. Navy or broader DoD accounts.
  • Proven track record of meeting or exceeding quota on deal sizes ranging from $500K to $5M+.
  • Established relationships within the Navy, including program offices, N-codes, PEO organizations, commands, 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, GSA MAS, SEWP, CIO-SP3, DIBNet, and funding mechanisms such as O&M, RDT&E, and SBIR/STTR.
  • Experience selling into CMMC, FedRAMP, IL4/IL5/IL6, or similar DoD compliance environments.
  • Strong executive communication and presentation skills, including briefing flag officers, SES civilians, and C-level executives.
  • Ability to work independently in a fast-moving, remote-first environment with high autonomy.
  • Availability to travel approximately one week per month for customer visits and events.
  • Must be a U.S. citizen and eligible to obtain and maintain a U.S. government security clearance.
  • Active Secret clearance preferred; TS/SCI is a plus.
  • Prior U.S. military service, preferably Navy or Marine Corps, or extensive defense contracting experience supporting Navy programs (preferred).
  • Experience selling secure collaboration, DevSecOps tooling, cybersecurity, or mission-critical infrastructure software (preferred).
  • Familiarity with Navy IT modernization initiatives such as Project Overmatch, CANES, or NIWC-managed programs (preferred).
  • Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6) (preferred).
  • Bachelor’s degree in Business, Information Technology, or a related field, or equivalent professional experience (preferred).

Benefits

  • Base salary range of $195,000 to $250,000 USD.
  • Remote-first work environment.
  • Opportunity to work at an open-source company focused on secure collaboration for defense and critical infrastructure.
  • Accommodation support during the interview process if needed.
  • Equal employment opportunity with a commitment to inclusive hiring and non-discrimination.

Interested in this position?

Apply directly on the company website

Apply Now

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