Senior Account Executive, Navy Sector (Remote)

Mattermost provides secure, workflow-centric collaboration for technical and operational teams that need to meet nation-state-level security and trust requirements. We serve technology, public sector, national defense, and financial services industries with customers ranging from tech giants to the world’s largest banks, to the U.S. Department of Defense and governmental agencies around the world.

Our self-hosted and cloud offerings provide integrated workflow automation, AI-acceleration, ChatOps with team messaging, audio calling and screen share on an open core platform vetted and deployed by the world’s most secure and mission critical organizations.

We co-build the future of collaboration with over 4,000 open source project contributors who’ve provided over 30,000 code improvements towards our shared product vision, which is translated into 20 languages.To learn more, visit www.mattermost.com

As a Senior Account Executive, you will be responsible for developing and executing growth strategies and obtaining sales goals for the Mattermost federal business. This person will be integral to developing partnership strategies with companies in the defense sector and capturing programs of record. Your focus will be on developing and driving specific end customer opportunities and revenue directly and through partners. This is a remote work position.

Responsibilities:

• Develop and execute successful strategies to deliver revenue targets to Mattermost prospects in the US Navy Account in/around collaboration and secure operations.
• Qualify customers based on their challenges, our solutions and their willingness to partner with a growing software company.
• Build a sustainable network that includes partners, integrators and analysts to help evangelize the Mattermost approach.
• Build and manage a healthy pipeline of opportunities and customers that want to partner with Mattermost and close business.
• Build sustainable relationships with our prospects and customers. Understand their requirements and represent them to our product support and executive teams to help us build world-class software.
• Collaborate across a team of sellers, customer success, and other corporate functions to ensure our customers are achieving success.
• Contribute to the partner go to market plan targeting customers, partners, and channels.
• Recruit partners as a part of overall partner business development partner types will include integrators, resellers, and OEM.
• Monitor SBA and SBIR initiatives for Mattermost opportunities as prime or subcontractor.
• Collaborate with DoD enterprise and operations experts and their established system integrators for Mattermost adoption.
• Assist Mattermost marketing, product management and engineering in understanding DoD operational environments, customer need statements, and value propositions.
• Drive pricing and commercial terms with partners and end customers.
• Represent and evangelize Mattermost at industry and partner events and tradeshows.

Required Background/Skill:

• Bachelor’s degree (technical field preferred) or equivalent work experience.
• 10+ years in sales roles, ideally in Software-as-a-Service (SaaS) or high-growth technology companies to the DoD.
• Existing relationships with Defense contractors, VARS, SIs, Distributors, Consulting & MSSP and Cloud Alliance Partners in the defense market.
• Knowledge of the technical & operational concepts/solutions utilized within DoD
• Ability to build strong and actionable relationships in complex situations with multiple stakeholders, from C-suite (General Officer) to operational personnel.
• Familiar with DoD acquisition process, OTA’s, SBIR and other government award processes including DoD innovation programs for small business.
• Entrepreneurial and creative problem solver with the ability to negotiate win-win with partners and customers.
• Excellent communication skills required for proposal development, presentations, and speaking events.
• Ability to understand and articulate complex technical details to various audience types executive to operator.
• Ability to work collaboratively with cross functional teams including Product Management, Services and Marketing.
• Ability to travel based on the needs of the business (50% plus).
• Experience in a start-up or entrepreneurial environment is a plus.
• Active security clearance is highly desired