[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.ResponsibilitiesServe as the primary seller responsible for Mattermost's Navy business across commands, N-codes (N2/N6), PEO organizations, program offices, and mission-aligned stakeholdersDevelop and execute multi-year account strategies aligned to Navy modernization and mission prioritiesExpand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignmentIdentify, qualify, and advance pipeline across Navy commands, program offices, and associated systems integrators and prime contractorsTrack Navy IT modernization initiatives, budget cycles, and acquisition strategies to anticipate and shape opportunities ahead of the competitionMaintain executive ownership of large-scale renewals and expansion motions across the territoryPartner closely with an Account Manager who supports renewal execution, while retaining accountability for strategic renewal outcomesIdentify cross-program expansion opportunities within existing deploymentsLead sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorshipManage 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 SalesforceDevelop and manage strategic co-sell relationships with major Federal Systems Integrators, including Leidos, SAIC, Booz Allen Hamilton, General Dynamics IT, and othersPartner with Federal distributors and VARs (e.g., Carahsoft) to navigate contract vehicles, renewal workflows, and net-new agency entryAlign with partner capture teams and distributor resources to position Mattermost within prime contracts, task orders, and program-level pursuitsMaintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reachCarry and achieve an annual quota across net-new and strategic expansion outcomesMaintain high forecast accuracy, deal hygiene, and pipeline rigor in SalesforceProvide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plansDevelop account plans and Executive Business Reviews (EBRs) that align Mattermost capabilities to Navy mission requirements and long-term strategic prioritiesProvide competitive intelligence and market feedback to product, marketing, and leadership teams to inform Mattermost's federal go-to-market strategyRepresent Mattermost at Navy and defense industry events and conferences (WEST, Sea-Air-Space, AFCEA, etc.)Skills7+ years of enterprise SaaS sales experience, with a minimum of 4 years selling directly into U.S. Navy or broader DoD accountsDemonstrated 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 contractorsExperience co-selling with Federal Systems Integrators and navigating partner-influenced deal structuresDeep 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 environmentsExceptional communication and executive presentation skills; comfortable briefing flag officers, SES civilians, and C-level executivesSelf-starter with the ability to thrive in a fast-moving, remote-first environment with high levels of autonomyAvailability to travel approximately one week per month for customer/prospect visits and eventsMust be a U.S. citizen and eligible to obtain a U.S. government security clearanceMust be eligible to obtain and maintain a U.S. security clearanceActive Secret clearance preferred; TS/SCI is a plusPrior U.S. military service, preferably Navy or Marine Corps, or extensive experience in defense contracting supporting Navy programsExperience selling secure collaboration, DevSecOps tooling, cybersecurity, or mission-critical infrastructure softwareFamiliarity with Navy IT modernization initiatives such as Project Overmatch, CANES, or NIWC-managed programsExperience supporting deployments in controlled or classified environments (IL4/IL5/IL6)Established relationships within key Navy stakeholders and FSI partner ecosystemsFamiliarity with Mattermost, Slack, Microsoft Teams, or competing collaboration platforms in a federal deployment contextBachelor's degree in Business, Information Technology, or a related field (or equivalent professional experience)BenefitsMattermost 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 OverviewMattermost is an open source platform for secure collaboration across the entire software development lifecycle. It was founded in 2016, and is headquartered in Palo Alto, California, USA, with a workforce of 51-200 employees. Its website is https://mattermost.com.