Unstructured
Technology
NavyAccountExecutive-PublicSector
Neural analysis suggests this role is
optimal for Senior candidates.
“Navy Account Executive - Public Sector at Unstructured. Skills: Revenue generation, Pipeline building, DoD sales cycles. Own and execute territory and account plans. Hit revenue and pipeline targets”
What You'll Achieve.
Hit revenue and pipeline targets
Industry & Context.
Willingness to travel ~25–30%
What They're Looking For.
Must Have
5+ years selling into DoD / Navy accounts, Full-cycle quota ownership, US citizenship required
Nice to Have
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
What You'll Do.
Own and execute territory and account plans
Hit revenue and pipeline targets
Build pipeline from scratch
Proactive outbound prospecting
Develop teaming relationships
Navigate complex DoD sales cycles
Partner with solutions engineering
Partner with product teams
compliance-aligned solutions
Represent Unstructured at events
How You'll Work.
Team & Collaboration
Solutions engineering teams; Product teams
Full 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 61M+ 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
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