Senior Account Executive (Enterprise)

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. 

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. 

Target Salary Range: $105,000 to $145,000 USD, plus commission 

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. 

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. 

Target Salary Range: $105,000 to $145,000 USD, plus commission