# Senior Account Executive, Navy Sector

**Company:** [Mattermost](https://hotfix.jobs/companies/mattermost)
**Location:** Remote
**Role:** Account Executive
**Salary:** $195k – $260k/yr
**Experience:** 7+ years
**Skills:** Salesforce, Far/Dfars, Gsa Mas, Sewp, Cio-Sp3, Cmmc, FedRAMP, DevSecOps, Microsoft Teams
**Posted:** 2026-03-31

> Owns Navy territory for enterprise SaaS sales, driving renewals, expansions, and net-new deals ($500K-$5M+) with federal systems integrators. Requires 7+ years SaaS sales, 4+ years Navy/DoD, acquisition expertise, and US clearance eligibility.

## Job Description

## 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

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