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Salary: USD 100,000 - 130,000 / annual
Mattermost is seeking an experienced Federal Account Manager to manage expansion and renewal motions within existing federal government accounts. This is a territory-aligned sales role operating alongside Federal Account Executives, where you will independently manage defined expansion and renewal opportunities while exercising judgment on when to escalate to AEs for larger or more complex deals.
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 such as incremental license additions.
Renewal Management: 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 them 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: Act as a capacity multiplier for Federal AEs. Maintain strong CRM hygiene, forecasting accuracy, and deal documentation by owning renewal and expansion records for all assigned accounts. Share insights and learnings to improve territory execution.
About Mattermost: Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. Trusted by the U.S. Department of Defense and Fortune 500s, the platform runs on-premises and in private clouds, delivering secure messaging, file sharing, workflow automation, audio/screenshare, and project management with full data and operational control. The platform powers workflows across mission planning, real-time operations, DevSecOps, incident response, and cyber defense.
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)
- May require obtaining and maintaining a U.S. security clearance
- Must meet federal eligibility requirements and export control compliance (EAR/ITAR)
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
