Navy Account Executive - Public Sector

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 83M+ 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. This is a chance to join early, build a territory from the ground up, and help define the future of AI infrastructure in the public sector. 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.

• Highlight any prior Navy or DoD contract experience on your résumé; concrete examples of closed deals carry weight.
• Prepare a short briefing that translates AI data pipelines into mission outcomes; interviewers love tangible use‑cases.
• Demonstrate familiarity with FedRAMP, CMMC, and RMF terminology during interviews; it signals you can hit the ground running.
• Leverage any existing relationships with Navy primes or integrators; mention them in your cover letter as a value add.
• When negotiating, factor in the equity component and remote‑work stipend; they are core parts of the total compensation.
• Watch for overly vague questions about “team size” – Unstructured is a startup, so be ready to work with limited resources.
• Follow up with a concise email that reiterates your understanding of the procurement cycle and how you’ll accelerate pipeline creation.