Senior Account Executive

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.