Senior Account Executive - Federal (Intelligence Community Focus)

Mattermost

8d•$125,000 - $150,000•Remote

About The Position

Mattermost is seeking a Senior Account Executive – Federal (Intelligence Community Focus) to own and expand one of our most strategic territories, centered on the U.S. Intelligence Community. This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the IC ecosystem. The territory includes a significant multi-million-dollar renewal footprint and substantial opportunity for expansion across IC agencies, program offices, and mission-aligned organizations operating in some of the most sensitive and demanding environments in the world. The ideal candidate brings deep IC domain expertise, established relationships across agency acquisition and mission stakeholders, and experience working with Federal Systems Integrators and cleared partners to accelerate program-level adoption.

Requirements

Proven track record of enterprise SaaS sales experience with demonstrated success closing complex, multi-million-dollar transactions
Substantial experience selling directly into U.S. Intelligence Community agencies with a deep understanding of IC acquisition, accreditation, and mission environments
Demonstrated success navigating IC-specific procurement, classification requirements, and authorization-to-operate (ATO) processes
Experience co-selling with cleared Federal Systems Integrators and navigating partner-influenced deal structures within the IC
Deep understanding of IC procurement, acquisition, and contracting processes
Must be eligible to obtain and maintain a U.S. security clearance
Active Secret clearance required

Nice To Haves

TS/SCI strongly preferred; polygraph is a plus
Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software into IC environments
Familiarity with IC-specific compliance and security frameworks including ICD 503, NIST 800-53, and cross-domain solution requirements
Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6/TS networks)
Established relationships within key IC agency acquisition stakeholders and cleared FSI partner ecosystems
Familiarity with IC-specific contract vehicles and procurement pathways including ODNI, NSA, CIA, DIA, and other agency-specific vehicles

Responsibilities

Own and Grow the Intelligence Community Territory
Serve as the primary seller responsible for Mattermost's IC business, including agencies across the IC, program offices, and mission-aligned stakeholders operating in classified and controlled environments
Develop and execute multi-year account strategies aligned to IC modernization, zero trust initiatives, and mission priorities
Expand Mattermost's footprint across additional agencies and programs through strategic penetration and executive alignment
Drive Strategic Renewals and Expansion Outcomes
Maintain executive ownership of large-scale renewals and expansion motions across the territory
Partner closely with an Account Manager who supports renewal execution, while retaining accountability for strategic renewal outcomes
Identify cross-agency and cross-program expansion opportunities within existing deployments
Close Complex Enterprise SaaS Transactions
Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, accreditation workflows, and executive sponsorship
Navigate IC-specific procurement environments, including FAR/DFARS requirements, classified contracting workflows, and common contract vehicles (IDIQs, GWACs, OTAs)
Build strong internal deal governance and forecasting discipline through Salesforce
Execute a Federal Partner Ecosystem Motion
Develop and manage strategic co-sell relationships with major cleared Federal Systems Integrators (FSIs), including Booz Allen Hamilton, Leidos, SAIC, Northrop Grumman, Palantir, and others operating within the IC
Partner effectively with Federal distributors and cleared VARs to navigate contract vehicles, renewal workflows, and net-new agency entry
Align with partner capture teams and distributor resources to position Mattermost within prime contracts, task orders, and program-level pursuits
Maintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reach
Deliver Predictable Revenue and Forecast Accountability
Carry and achieve an annual quota across net-new and strategic expansion outcomes
Maintain high forecast accuracy, deal hygiene, and pipeline rigor
Provide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plans