Senior Account Executive, Navy Sector

Overview Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. Trusted by the U.S. Department of War and Fortune 500s, our platform runs on-premises and in private clouds, delivering secure messaging, file sharing, workflow automation, audio/screenshare, and project management—all with full data and operational control. Mattermost powers high-stakes workflows across mission planning, real-time, real-world operations, DevSecOps, incident response, and cyber defense—enabling secure collaboration from tactical edge and DDIL environments to enterprise HQ. Teams operate across web, desktop, and mobile, with embedded interoperability for Microsoft Teams, Outlook, and Microsoft 365. Mattermost is seeking a Senior Account Executive – Federal (Navy Focus) to own and expand one of our most strategic territories, centered on the United States Navy. This is a quota-carrying individual contributor role focused on strategic selling, renewal expansion, and net-new growth across the Navy ecosystem—spanning commands, program offices, and the supporting contractor ecosystem across NAVAIR, NAVSEA, SPAWAR/PEO C4I, NAVWAR, ONR, BUMED, and more. The ideal candidate brings deep Navy domain expertise, established relationships across acquisition and mission stakeholders, and proven experience working with Federal Systems Integrators (FSIs) to accelerate program-level adoption. This is a high-impact, high-visibility role reporting directly to the VP of Federal Sales. What You'll Do Own and Grow the Navy Territory 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. Drive Strategic Renewals and Expansion 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. Close Complex Enterprise SaaS Transactions 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. Execute a Federal Partner Ecosystem Motion 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. Deliver Predictable Revenue and Forecast Accountability 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.). What We're Looking For Required Qualifications 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 Clearance Requirements Must be eligible to obtain and maintain a U.S. security clearance Active Secret clearance preferred; TS/SCI is a plus Preferred Qualifications 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) What Success Looks Like in Year 1 Successfully retain and expand the major Navy renewal footprint Build executive-level relationships across Navy acquisition and mission hierarchies Establish repeatable co-sell execution with strategic FSIs Close net-new program opportunities across Navy commands and program offices Deliver predictable, finance-ready forecasting and pipeline visibility Why Mattermost Mattermost is uniquely positioned at the intersection of secure collaboration, mission software, and defense modernization. This role offers the opportunity to shape and scale Mattermost's presence within one of the largest and most strategic branches of the U.S. Department of Defense. If you thrive in complex environments, understand how mission outcomes drive technology adoption, and want to sell software that matters—we would love to hear from you. Mattermost takes a market-based approach to pay and pay may vary depending on your location. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. Posting Range $195,000 - $260,000 USD 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. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics. If you require accommodations during the interview process, please let us know—we’re happy to assist. #J-18808-Ljbffr