About the role
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. To learn more, visit www.mattermost.com Mattermost is seeking a Senior Account Executive, Enterprise 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. 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. 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.
