Note: The job is a remote job and is open to candidates in USA. Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. They are seeking a Strategic Navy Account Executive to drive revenue growth and adoption of their FedRAMP High certified software across the Department of the Navy, owning a greenfield territory and building pipeline from the ground up.
Responsibilities
- 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
Skills
- 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
- 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
Benefits
- Medical, dental, and vision coverage effective the 1st of the month following your start date
- Life and disability insurance
- Unlimited PTO
- Flexible parental leave
- 401(k) with company match
- Equity
- $500 work from home stipend
- $70/month internet reimbursement
- Team/company offsites throughout the year
- Company offsites
- Best-in-tech swag
- The tools you need to do your best work, wherever you're based
Company Overview
Unstructured is the data infrastructure company solving the most critical bottleneck in enterprise AI: making unstructured data accessible to AI applications. It was founded in 2022, and is headquartered in Rocklin, California, USA, with a workforce of 51-200 employees. Its website is https://unstructured.io.