Senior Account Executive, Navy Sector

Mattermost
Hawaii
Workplace: OnsiteFull timeUSD 195,000 - 260,000 annuallyFunction: SalesExperience: 7+ yearsSkills: ["Communication","Negotiation","Presentation","Relationship-building","Strategic thinking"]

Senior Account Executive leading Mattermost’s Navy sector with a strategic territory focus, accountable for new logo acquisition and expansion revenue across the U.S. Navy and DoD accounts. You’ll manage complex multi-year software deals, build Navy relationships, coordinate with solutions engineering and federal channel teams, and influence go-to-market strategy in a remote-first, defense-focused environment.

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FursaFursa
Mattermost
Mattermost
4 months ago

Senior Account Executive, Navy Sector

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Last checked: 4 hours agoStatus: Live

Job Summary

Senior Account Executive leading Mattermost’s Navy sector with a strategic territory focus, accountable for new logo acquisition and expansion revenue across the U.S. Navy and DoD accounts. You’ll manage complex multi-year software deals, build Navy relationships, coordinate with solutions engineering and federal channel teams, and influence go-to-market strategy in a remote-first, defense-focused environment.
Location: Hawaii
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Manager level

Key Responsibilities

  • •Own a defined Navy territory quota and consistently meet or exceed annual and quarterly revenue targets for new logo acquisition and expansion.
  • •Develop and execute a comprehensive territory plan that identifies priority accounts, buying centers, funding vehicles (e.g., O&M, RDT&E, SBIR/STTR), and competitive displacement opportunities.
  • •Manage the full sales cycle from prospecting through negotiation and close, including large, complex, multi-year enterprise software agreements.
  • •Identify, qualify, and advance pipeline across Navy commands, program offices (NAVAIR, NAVSEA, SPAWAR/PEO C4I, NAVWAR, ONR, BUMED, etc.), and associated system integrators and prime contractors.
  • •Partner with the Mattermost channel team to develop Navy-focused reseller and VAR relationships that extend coverage and accelerate deal cycles.
Travel: Low travel

Pay and Benefits

Salary: USD 195,000 - 260,000 annually

Key Requirements

  • •7+ years of enterprise software sales experience, with a minimum of 4 years selling directly to U.S. Navy or broader U.S. Navy/DoD accounts.
  • •Demonstrated track record of meeting or exceeding quota in a direct enterprise software sales role, ideally 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.
  • •Active DoD security clearance (Secret minimum required; Top Secret/SCI strongly preferred) or the ability and willingness to obtain one.
  • •Deep familiarity with Navy and DoD acquisition processes, including FAR/DFARS, contract vehicles (GSA MAS, SEWP, CIO-SP3, DIBNet, etc.), and funding mechanisms.
Experience:7+ yearsNavyDefenseDoD
Skills:CommunicationNegotiationPresentationRelationship-buildingStrategic thinking
Languages:English
Tech Stack:SalesforceCRM

Eligibility

Security Clearance:Secret

Company Brief

Mattermost
Provides an open-source, self-hostable team collaboration platform with secure messaging, file sharing, and integrations for DevOps and enterprise workflows, enabling organizations to retain control of data and comply with strict security and privacy requirements.
Industry: Enterprise Software
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Funding: Series A
Headquarters: Palo Alto, United States
Founded: 2015
WebsiteLinkedIn