Senior Account Executive (Enterprise)

Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. Trusted by the U.S. Department of War and Fortune 500s, our platform runs on-premises and in private clouds, delivering secure messaging, file sharing, workflow automation, audio/screenshare, and project management—all with full data and operational control. Mattermost powers high-stakes workflows across mission planning, real-time, real-world operations, DevSecOps, incident response, and cyber defense—enabling secure collaboration from tactical edge and DDIL environments to enterprise HQ. Teams operate across web, desktop, and mobile, with embedded interoperability for Microsoft Teams, Outlook, and Microsoft 365. This is a hunter-first role. You will be responsible for identifying and closing new enterprise logos, expanding Mattermost’s footprint within high-value accounts, and navigating multi-stakeholder buying processes across IT, security, procurement, and executive leadership. You’ll work closely with defense-aligned prospects and Fortune 500 customers who rely on Mattermost for mission-critical collaboration. If you thrive in high-stakes enterprise sales environments, are energized by complex deals with real-world impact, and want to sell software that genuinely matters to the organizations that depend on it — this is your opportunity. 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. Based on the U.S. East Coast (required) 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. Why Mattermost Mission-driven work: Your deals directly support the organizations and missions that depend on secure, reliable collaboration — from the tactical edge to the enterprise. Remote-first culture: Work from anywhere in the U.S. with a globally distributed, high-trust team built for autonomy and ownership. AI-forward environment: We actively adopt and build AI-enabled workflows — you’ll have access to cutting-edge tooling to accelerate your productivity. Open source at the core: Be part of a vibrant community shaping the future of secure collaboration. High-growth opportunity: Strong momentum in the defense and enterprise markets, with meaningful equity upside as we scale toward our revenue goals. Compensation Mattermost takes a market-based approach to pay. Actual compensation may vary based on location, skills, experience, qualifications, and market conditions. This role requires the candidate to be based on the U.S. East Coast (Eastern Time Zone). Target Salary Range: $105,000 to $145,000 USD, plus commission Mattermost is an EEO Employer, we are a remote-first, open-source company. We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time. Mattermost values your unique perspective—we welcome all applicants. We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics. If you require accommodations during the interview process, please let us know—we’re happy to assist.