Account Manager - Federal

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 runs on-premises and in private clouds, delivering secure messaging, file sharing, workflow automation, audio/screenshare, and project management—all with full data and operational control.

We are seeking an experienced and results-driven Federal Account Manager (AM) to independently manage defined Federal expansion and renewal motions while partnering with Federal Account Executives (AEs) on larger or more complex opportunities.

Key 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 (e.g., incremental license additions).

Renewal Management (Value-Driven)

• Own renewals requiring active customer engagement, risk mitigation, or expansion discovery.
• Collaborate cross-functionally to ensure smooth, on-time renewals.
• Become a trusted advisor to customers by helping to realize the value of Mattermost and building business cases to support renewals.

Federal Sales & Ecosystem Exposure

• 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 by owning the renewal & expansion records for all assigned accounts.
• Share insights and learnings to improve territory execution.

Required Background & Skills

• 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).
• Willingness and eligibility to obtain and maintain a U.S. security clearance in the future.

Preferred Qualifications

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

Compensation & Eligibility

• Target Base Salary: $100,000 to $130,000 USD plus commission (market-based pay based on experience and location).
• U.S. Eligibility & Compliance: Must meet eligibility requirements to obtain and maintain a U.S. government security clearance and comply with U.S. export control laws (EAR/ITAR).