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.
We are seeking an experienced and motivated Senior Account Executive to own and grow Mattermost's presence within the United States Navy. In this role, you will develop and execute a strategic territory plan, cultivate relationships across Navy commands, program offices, and the supporting contractor ecosystem, and drive new business and expansion revenue across software and professional services. You will serve as a trusted advisor to Navy stakeholders on secure collaboration, digital transformation, and DevSecOps, while partnering closely with Mattermost's solutions engineering, customer success, and federal channel teams.
This is a high-impact, high-visibility role reporting directly to the VP of Federal Sales. The ideal candidate combines a hunter mentality with deep Navy domain expertise and a genuine passion for helping mission-critical teams communicate and collaborate more effectively.
What You'll Do
Sales & Revenue Generation
- 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.
Relationship Management & Business Development
- Build and maintain deep, trust-based relationships with key decision-makers and influencers including CIOs, program managers, contracting officers, and end-user operators across Navy commands.
- Represent Mattermost at Navy and defense industry events, conferences (WEST, Sea-Air-Space, AFCEA events, etc.), and government forums.
- Collaborate with the Mattermost partner ecosystem, including systems integrators, VARs, GSA Schedule holders, and Navy OCONUS partners to originate and close business.
- Develop account plans and Executive Business Reviews (EBRs) that align Mattermost capabilities to Navy mission requirements and long-term strategic priorities.
Strategy & Market Intelligence
- Track Navy IT modernization initiatives, budget cycles, and acquisition strategies to anticipate and shape opportunities ahead of the competition.
- Provide ongoing competitive intelligence and market feedback to product, marketing, and leadership teams to inform Mattermost's federal go-to-market strategy.
- Maintain accurate, up-to-date opportunity and account data in Salesforce and contribute to accurate forecast cadences.
- Influence product roadmap by surfacing Navy-specific requirements around compliance (CMMC, STIG, IL4/IL5/IL6), integrations (NIPR/SIPR/JWICS), and deployment models.
What We're Looking For
Required Qualifications
- 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 selling into CMMC, FedRAMP, IL4/IL5/IL6, or similar DoD compliance environments.
- Proficiency with Salesforce or comparable CRM; strong pipeline management and forecasting discipline.
- 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 one week of the month for customer/prospect visits &/or event participation.
- This role may require the candidate to obtain and maintain a U.S. security clearance in the future.
as such, applicants must be U.S. citizens and eligible to obtain a U.S. government security clearance.
Preferred Qualifications
- Prior U.S. military service, preferably Navy or Marine Corps, or extensive experience in defense contracting supporting Navy programs.
- Experience selling open-source software, DevSecOps tooling, or collaboration platforms in a federal context.
- Existing relationships with key Navy IT modernization initiatives such as Project Overmatch, CANES, or NIWC-managed programs.
- Familiarity with Mattermost, Slack, Microsoft Teams, or competing messaging/collaboration platforms in a federal deployment context.
- Experience working with channel partners and systems integrators such as Leidos, SAIC, Booz Allen Hamilton, General Dynamics IT, or similar.
- Bachelor's degree in Business, Information Technology, or a related field (or equivalent professional experience).
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’d 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.
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.