Senior Account Executive (Enterprise)

About the role

<div class="content-intro"><div>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.<br><br></div> <div>To learn more, visit&nbsp;<a href="http://www.mattermost.com/">www.mattermost.com</a></div></div><p><span data-contrast="auto">Mattermost is seeking a <strong>Senior Account Executive, Enterprise</strong> to own and grow a portfolio of strategic enterprise accounts across the Americas — with a sharp focus on net-new pipeline generation, executive-level engagement, and complex deal execution.</span> <span data-contrast="auto">This is a hunter-first role. You will&nbsp;be responsible for&nbsp;identifying&nbsp;and closing new enterprise logos, expanding&nbsp;Mattermost’s&nbsp;footprint within high-value accounts, and navigating multi-stakeholder buying processes across IT, security, procurement, and executive leadership.&nbsp;You’ll&nbsp;work closely with defense-aligned prospects and Fortune 500 customers who rely on Mattermost for mission-critical collaboration.</span><span data-ccp-props="{"335559739":120}">&nbsp;</span></p> <p><span data-contrast="auto">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.</span><span data-ccp-props="{"335559739":120}">&nbsp;</span></p> <p><strong><span data-contrast="none"><span data-ccp-parastyle="heading 1">What&nbsp;</span><span data-ccp-parastyle="heading 1">You’ll</span><span data-ccp-parastyle="heading 1">&nbsp;Do</span></span></strong><span data-ccp-props="{"335559738":300,"335559739":120}">&nbsp;</span></p> <ul> <li><span data-contrast="auto">Own a portfolio of enterprise accounts across the Americas, driving net-new revenue and strategic expansion within existing customers.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Build and execute territory plans including target account mapping, whitespace analysis, and outbound prospecting strategies.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Lead the full sales cycle from outbound prospecting and discovery through demo, negotiation, and close for enterprise deals.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Engage confidently with VP- and C-level stakeholders across IT, security, procurement, and business units to position Mattermost as a strategic platform.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Deliver compelling product demonstrations and value-based presentations tailored to technical, business, and executive audiences.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Partner cross-functionally with Sales Engineering, Customer Success, Product, and Marketing to drive deal velocity and ensure successful customer outcomes.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Lead contract negotiations, ensuring alignment between customer outcomes and&nbsp;Mattermost’s&nbsp;commercial&nbsp;objectives.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Maintain rigorous pipeline hygiene,&nbsp;accurate&nbsp;forecasting, and account documentation in Salesforce.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Represent Mattermost at industry events, conferences, and customer engagements relevant to defense, security, and critical infrastructure.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> </ul> <p><strong><span data-contrast="none"><span data-ccp-parastyle="heading 1">What&nbsp;</span><span data-ccp-parastyle="heading 1">We’re</span><span data-ccp-parastyle="heading 1">&nbsp;Looking For</span></span></strong><span data-ccp-props="{"335559738":300,"335559739":120}">&nbsp;</span></p> <ul> <li>Proven enterprise sales experience in SaaS or enterprise software, with a demonstrated track record of closing complex, multi-stakeholder deals at the senior level.</li> <li><span data-contrast="auto">Demonstrated ability to run a full sales cycle from cold outbound to close within large enterprise accounts ($100K+ ACV).</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Strong consultative selling skills — you ask great questions, listen deeply, and map solutions to business outcomes.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Confidence and credibility engaging VP- and C-level stakeholders across technical and business functions.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Experience delivering effective product demonstrations and articulating technical value to non-technical buyers.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Proficiency&nbsp;with Salesforce; fluency in MEDDPICC or a comparable enterprise sales qualification&nbsp;methodology.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Excellent written, verbal, and presentation skills; comfortable working asynchronously in a remote-first environment.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> </ul> <p><strong><span data-contrast="none"><span data-ccp-parastyle="heading 1">Nice to Have</span></span></strong><span data-ccp-props="{"335559738":300,"335559739":120}">&nbsp;</span></p> <ul> <li>Experience selling into enterprise SaaS, cloud, or platform environments with complex technical buying cycles.</li> <li>Familiarity with cybersecurity, compliance, DevOps, or secure collaboration platforms — comfort navigating security and IT conversations with enterprise buyers.</li> <li>Experience working alongside technical teams such as Sales Engineers or Solution Architects to advance and close deals.</li> <li>Existing relationships or network within Fortune 500 IT, security, or engineering leadership.</li> <li>Background selling into highly regulated industries such as financial services, healthcare, or critical infrastructure.</li> <li>Prior experience at a high-growth, remote-first, or open-source software company.</li> </ul> <p><strong><span data-contrast="none"><span data-ccp-parastyle="heading 1">How Success Is Measured</span></span></strong><span data-ccp-props="{"335559738":300,"335559739":120}">&nbsp;</span></p> <ul> <li><span data-contrast="auto">Quota attainment: consistent achievement of enterprise ACV and ARR targets.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Pipeline generation: self-sourced pipeline as a percentage of total&nbsp;pipeline&nbsp;created.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Deal quality: average deal size, sales cycle length, and win rate across enterprise accounts.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Executive engagement: multi-threaded relationships and documented executive alignment in target accounts.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Cross-functional feedback: positive collaboration scores from Sales Engineering, Customer Success, and Product partners.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> </ul> <p><strong><span data-contrast="none"><span data-ccp-parastyle="heading 1">Why Mattermost</span></span></strong><span data-ccp-props="{"335559738":300,"335559739":120}">&nbsp;</span></p> <ul> <li><span data-contrast="auto">Mission-driven work: Your deals directly support the organizations and missions that depend on secure, reliable collaboration — from the tactical edge to the enterprise.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Remote-first culture: Work from anywhere in the U.S. with a globally distributed, high-trust team built for autonomy and ownership.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">AI-forward environment: We actively adopt and build AI-enabled workflows —&nbsp;you’ll&nbsp;have access to&nbsp;cutting-edge&nbsp;tooling to accelerate your productivity.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">Open source at the core: Be part of a vibrant community shaping the future of secure collaboration.</span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> <li><span data-contrast="auto">High-growth opportunity: Strong momentum in the defense and enterprise markets, with meaningful equity upside as we scale toward our revenue goals.<br></span><span data-ccp-props="{"335559739":80}">&nbsp;</span></li> </ul> <p><strong><span data-contrast="none"><span data-ccp-parastyle="heading 1">Compensation</span></span></strong><span data-ccp-props="{"335559738":300,"335559739":120}">&nbsp;</span></p> <p><span data-contrast="auto">Mattermost takes a market-based approach to pay. Actual compensation may vary based on location, skills, experience, qualifications, and market conditions.</span><span data-ccp-props="{"335559739":120}">&nbsp;</span></p> <p><strong><em><span data-contrast="auto">Target Salary Range: $105,000 to $145,000 USD, plus commission</span></em></strong><span data-ccp-props="{}">&nbsp;</span></p><div class="content-conclusion"><div>Mattermost is an EEO Employer, we are a remote-first, open-source company.</div> <div>&nbsp;</div> <div>We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time.</div> <div>&nbsp;</div> <div>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.</div> <div>&nbsp;</div> <div>If you require accommodations during the interview process, please let us know—we’re happy to assist.</div></div>