Senior Account Executive, Navy Sector

2 weeks ago


Washington, United States Mattermost Full time
About the Role

Mattermost is seeking a seasoned Senior Account Executive to drive growth and revenue in the federal business sector. As a key member of our sales team, you will be responsible for developing and executing strategies to deliver revenue targets to Mattermost prospects in the US Navy Account.

Key Responsibilities
  • Develop and execute successful strategies to deliver revenue targets to Mattermost prospects in the US Navy Account
  • Qualify customers based on their challenges, our solutions, and their willingness to partner with a growing software company
  • Build a sustainable network of 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, understanding their requirements and representing 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 part of overall partner business development, including integrators, resellers, and OEMs
  • 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
Requirements
  • 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 and 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
What We Offer

Mattermost is an EEO Employer. We are a remote-first, open-source company. We offer a competitive salary range of $225,000 - $285,000 a year, plus a range of benefits and perks.



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