Navy Account Executive - Public Sector at Unstructured

Job description

Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. In just two years, we've raised over $65M from world-class investors, including Menlo Ventures, Bain Capital, Databricks, NVIDIA, Microsoft, and IBM. Our open-source toolkit has been downloaded 97M+ times and is used by 90% of the Fortune 1000. We power production AI workflows across commercial and federal sectors — transforming PDFs, HTML, Word docs, images, emails, and more into AI-ready data pipelines that scale. We're not just building tools; we're building the backbone of generative AI and the infrastructure that unlocks intelligence across industries. ABOUT THE ROLE We are seeking a Strategic Navy Account Executive to drive revenue growth and adoption of our recently FedRAMP High certified software across the Department of the Navy — Navy and Marine Corps. You will be our dedicated seller in this space, owning a greenfield territory and building pipeline, partnerships, and customer wins from the ground up. This role requires a hunter mentality, deep Navy procurement fluency, and the ability to position modern AI infrastructure solutions to both technical and mission-focused stakeholders. WHAT YOU'LL OWN & DRIVE - Own and execute territory and account plans to hit revenue and pipeline targets across the US Navy and Marine Corps - Build pipeline from scratch through proactive outbound prospecting across program managers, contracting officers, and senior acquisition stakeholders - Develop teaming relationships with Navy-focused primes, systems integrators, and ISVs - Navigate complex, multi-stakeholder DoD sales cycles with a capture mindset - Partner with solutions engineering and product teams to deliver tailored, compliance-aligned solutions - Manage pipeline, forecasts, and CRM hygiene with discipline and accuracy - Represent Unstructured at key Navy and defense industry events including Sea-Air-Space, AFCEA WEST, NDIA, and PAE/PEO industry days WHAT WE'RE LOOKING FOR - 5+ years selling into DoD / Navy accounts with a proven track record of landing net-new logos - Full-cycle quota ownership — this is not an overlay or pre-sales role - Strong understanding of Navy/DoD procurement processes, contract vehicles, and budget cycles - Familiarity with DoD compliance frameworks: CMMC, RMF/ATO, IL levels, FedRAMP - Technical conversancy in AI, data pipelines, and cloud infrastructure - Startup grit — comfortable building territory from scratch with limited support - Willingness to travel ~25–30% for conferences, customer meetings, and partner events - US citizenship required BONUS POINTS - Experience selling AI, data infrastructure, or ETL solutions - Existing relationships with Navy-focused primes, SIs, or channel partners - Prior military service, DoD civilian experience, or time at a Navy/USMC program office - Experience with MEDDPICC or similar enterprise sales methodologies WHY YOU'LL LOVE IT HERE You'll be surrounded by smart, kind, low-ego people who genuinely enjoy building together. We invest in our team with company offsites, best-in-tech swag, and the tools you need to do your best work, wherever you're based. We support you holistically, not just at work. From medical, dental, and vision coverage effective the 1st of the month following your start date, life and disability insurance, unlimited PTO, and flexible parental leave, to a 401(k) with company match, equity, a $500 work from home stipend, $70/month internet reimbursement, and team/company offsites throughout the year - we want you focused on building, growing, and staying energized for the long haul. If you're excited about what we're building, we'd love to meet you. Unstructured is proud to be an Equal Opportunity Employer. We're committed to building a diverse team and an inclusive culture where everyone can do their best work. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.

Requirements

Must-haves

We're not just building tools; we're building the backbone of generative AI and the infrastructure that unlocks intelligence across industries.
This role requires a hunter mentality, deep Navy procurement fluency, and the ability to position modern AI infrastructure solutions to both technical and mission-focused stakeholders.
Own and execute territory and account plans to hit revenue and pipeline targets across the US Navy and Marine Corps
Build pipeline from scratch through proactive outbound prospecting across program managers, contracting officers, and senior acquisition stakeholders
Develop teaming relationships with Navy-focused primes, systems integrators, and ISVs
Navigate complex, multi-stakeholder DoD sales cycles with a capture mindset
Partner with solutions engineering and product teams to deliver tailored, compliance-aligned solutions
Manage pipeline, forecasts, and CRM hygiene with discipline and accuracy
Represent Unstructured at key Navy and defense industry events including Sea-Air-Space, AFCEA WEST, NDIA, and PAE/PEO industry days
5+ years selling into DoD / Navy accounts with a proven track record of landing net-new logos
Full-cycle quota ownership — this is not an overlay or pre-sales role
Strong understanding of Navy/DoD procurement processes, contract vehicles, and budget cycles
Familiarity with DoD compliance frameworks: CMMC, RMF/ATO, IL levels, FedRAMP
Technical conversancy in AI, data pipelines, and cloud infrastructure
Startup grit — comfortable building territory from scratch with limited support
Willingness to travel ~25–30% for conferences, customer meetings, and partner events
US citizenship required

Nice-to-haves

Experience selling AI, data infrastructure, or ETL solutions
Existing relationships with Navy-focused primes, SIs, or channel partners
Prior military service, DoD civilian experience, or time at a Navy/USMC program office
Experience with MEDDPICC or similar enterprise sales methodologies

Application prep

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Keywords to mirror

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Parental Leave