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)
Compensation
Posting Range: $195,000—$260,000
MattermostHonolulu, HI
