Account Manager - Federal
About The Position
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. Mattermost powers high-stakes workflows across mission planning, real-time, real-world operations, DevSecOps, incident response, and cyber defense—enabling secure collaboration from tactical edge and DDIL environments to enterprise HQ. Teams operate across web, desktop, and mobile, with embedded interoperability for Microsoft Teams, Outlook, and Microsoft 365. We are seeking an experienced and results-driven Federal Account Manager (AM) who is collaborative, territory-aligned sales role that operates alongside Federal Account Executives (AEs). AMs independently manage defined Federal expansion and renewal motions while exercising sound judgment on when to partner with AEs on larger or more complex opportunities.
Requirements
- 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)
- This role may require the candidate to obtain and maintain a U.S. security clearance in the future.
- Candidates must meet federal eligibility requirements to be considered.
- Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR.
Nice To Haves
- Experience selling into US Federal or regulated environments
- Exposure to Federal procurement or partner-led sales motions
- SaaS or enterprise technology sales experience
Responsibilities
- 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)
- 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
- Gain hands-on experience with the Federal buying cycle and procurement considerations
- Engage with Federal System Integrators (FSIs) and partner-led opportunities
- 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
Benefits
- commission
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
