Senior Account Executive
Senior Account Executive responsible for owning and growing enterprise accounts across the Americas. Hunter-focused role leading full sales cycles, generating net-new pipeline, engaging C-level stakeholders, and closing complex deals ($100K+ ACV) for secure collaboration platform in defense, security, and critical infrastructure sectors.
About the job
What You’ll Do
- Own a portfolio of enterprise accounts across the Americas, driving net-new revenue and strategic expansion within existing customers.
- Build and execute territory plans including target account mapping, whitespace analysis, and outbound prospecting strategies.
- Lead the full sales cycle from outbound prospecting and discovery through demo, negotiation, and close for enterprise deals.
- Engage confidently with VP- and C-level stakeholders across IT, security, procurement, and business units to position Mattermost as a strategic platform.
- Deliver compelling product demonstrations and value-based presentations tailored to technical, business, and executive audiences.
- Partner cross-functionally with Sales Engineering, Customer Success, Product, and Marketing to drive deal velocity and ensure successful customer outcomes.
- Lead contract negotiations, ensuring alignment between customer outcomes and Mattermost’s commercial objectives.
- Maintain rigorous pipeline hygiene, accurate forecasting, and account documentation in Salesforce.
- Represent Mattermost at industry events, conferences, and customer engagements relevant to defense, security, and critical infrastructure.
What We’re Looking For
- Proven enterprise sales experience in SaaS or enterprise software, with a demonstrated track record of closing complex, multi-stakeholder deals at the senior level.
- Demonstrated ability to run a full sales cycle from cold outbound to close within large enterprise accounts ($100K+ ACV).
- Strong consultative selling skills — you ask great questions, listen deeply, and map solutions to business outcomes.
- Confidence and credibility engaging VP- and C-level stakeholders across technical and business functions.
- Experience delivering effective product demonstrations and articulating technical value to non-technical buyers.
- Proficiency with Salesforce; fluency in MEDDPICC or a comparable enterprise sales qualification methodology.
- Excellent written, verbal, and presentation skills; comfortable working asynchronously in a remote-first environment.
Nice to Have
- Experience selling into enterprise SaaS, cloud, or platform environments with complex technical buying cycles.
- Familiarity with cybersecurity, compliance, DevOps, or secure collaboration platforms — comfort navigating security and IT conversations with enterprise buyers.
- Experience working alongside technical teams such as Sales Engineers or Solution Architects to advance and close deals.
- Existing relationships or network within Fortune 500 IT, security, or engineering leadership.
- Background selling into highly regulated industries such as financial services, healthcare, or critical infrastructure.
- Prior experience at a high-growth, remote-first, or open-source software company.
How Success Is Measured
- Quota attainment: consistent achievement of enterprise ACV and ARR targets.
- Pipeline generation: self-sourced pipeline as a percentage of total pipeline created.
- Deal quality: average deal size, sales cycle length, and win rate across enterprise accounts.
- Executive engagement: multi-threaded relationships and documented executive alignment in target accounts.
- Cross-functional feedback: positive collaboration scores from Sales Engineering, Customer Success, and Product partners.
Compensation
Target Salary Range: $105,000 to $145,000 USD, plus commission.
Skills
Enterprise Sales, SaaS Sales, Salesforce, MEDDPICC, Outbound Prospecting, C-Level Engagement, Contract Negotiation, Pipeline Management, Cybersecurity, DevOps
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