Account Manager - Federal

About Mattermost

Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. Trusted by the U.S. Department of War and Fortune 500s, our platform delivers secure messaging, file sharing, workflow automation, and project management with full data and operational control.

The Role

We are seeking an experienced Federal Account Manager (AM) to join our team. This is a territory-aligned sales role that operates alongside Federal Account Executives (AEs). You will independently manage defined Federal expansion and renewal motions while exercising sound judgment on when to partner with AEs on complex opportunities.

Responsibilities

Expansion Ownership

• Lead expansions within existing accounts when scope and complexity allow.
• Identify upsell and cross-sell opportunities through customer engagement and usage insights.
• Partner with AEs on expansions that become larger, more strategic, or more complex.
• Manage inbound expansion requests from existing customers.

Renewal Management

• Own renewals requiring active customer engagement, risk mitigation, or expansion discovery.
• Collaborate cross-functionally to ensure smooth, on-time renewals.
• Act as a trusted advisor to help customers realize the value of Mattermost and build business cases for renewals.

Federal Sales & Ecosystem

• Gain hands-on experience with the Federal buying cycle and procurement considerations.
• Engage with Federal System Integrators (FSIs) and partner-led opportunities.

Territory Enablement & Hygiene

• Act as a capacity multiplier for Federal AEs.
• Maintain strong CRM hygiene, forecasting accuracy, and deal documentation.
• Share insights and learnings to improve territory execution.

Required Skills & Qualifications

• 3–5+ years of experience in sales, account management, renewal management, or commercial closing roles.
• Proven ability to run multiple sales cycles in parallel.
• Strong discovery, communication, and deal execution skills.
• Experience using CRM systems (Salesforce preferred).
• Citizenship Requirement: Must be a U.S. citizen and eligible to obtain a U.S. government security clearance.

Preferred Qualifications

• Experience selling into US Federal or regulated environments.
• Exposure to Federal procurement or partner-led sales motions.
• SaaS or enterprise technology sales experience.