Mattermost

Mattermost

Senior Account Executive (Enterprise)

United States · Senior

Sponsorship not specified$105k-$145kDetected 20 days ago
DevOpsIncident ResponseProject ManagementSalesforceSalesAccount ManagementNegotiationOutbound SalesForecastingProcurementCustomer SuccessCollaborationPublic SpeakingMicrosoft OfficeMicrosoft Teams

About the role

  • Teams operate across web, desktop, and mobile, with embedded interoperability for Microsoft Teams, Outlook, and Microsoft 365.
  • 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.
  • Mattermost values your unique perspective-we welcome all applicants.

Responsibilities

  • 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.
  • 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.
  • 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.
  • Your deals directly support the organizations and missions that depend on secure, reliable collaboration - from the tactical edge to the enterprise.
  • We actively adopt and build AI-enabled workflows - you'll have access to cutting-edge tooling to accelerate your productivity.

Requirements

  • 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).
  • Experience delivering effective product demonstrations and articulating technical value to non-technical buyers.
  • Proficiency with Salesforce

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.
  • 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.

Compensation

  • Mattermost takes a market-based approach to pay. Actual compensation may vary based on location, skills, experience, qualifications, and market conditions.
  • Target Salary Range: $105,000 to $145,000 USD, plus commission
  • 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.
  • If you require accommodations during the interview process, please let us know-we're happy to assist.

Benefits

  • Strong momentum in the defense and enterprise markets, with meaningful equity upside as we scale toward our revenue goals.
  • 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.

Company info

  • Work from anywhere in the U.S. with a globally distributed, high-trust team built for autonomy and ownership.
  • Own a portfolio of enterprise accounts across the Americas, driving net-new revenue and strategic expansion within existing customers.
  • What We're Looking For
  • Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure.
  • You'll work closely with defense-aligned prospects and Fortune 500 customers who rely on Mattermost for mission-critical collaboration.

Equal opportunity

  • Mattermost is an EEO Employer, we are a remote-first, open-source company.
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This listing is sourced directly from Mattermost's careers page and normalized into a canonical job model.