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Salary: USD 125,000 - 150,000 / annual
Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. This role is a quota-carrying individual contributor position focused on owning and expanding Mattermost's presence within the U.S. Intelligence Community (IC).
You will serve as the primary seller responsible for Mattermost's IC business, including agencies across the Intelligence Community, program offices, and mission-aligned stakeholders operating in classified and controlled environments. Your territory includes a significant multi-million-dollar renewal footprint and substantial opportunity for expansion.
Key responsibilities include:
**Territory Ownership & Growth**: 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.
**Strategic Renewals & Expansion**: Maintain executive ownership of large-scale renewals and expansion motions across the territory. Partner with an Account Manager on renewal execution while retaining accountability for strategic outcomes. Identify cross-agency and cross-program expansion opportunities within existing deployments.
**Complex Enterprise 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).
**Federal Partner Ecosystem**: Develop and manage strategic co-sell relationships with major cleared Federal Systems Integrators (FSIs) including Booz Allen Hamilton, Leidos, SAIC, Northrop Grumman, and Palantir. Partner with Federal distributors and cleared VARs to navigate contract vehicles and enable net-new agency entry. Maintain clear ownership of deal strategy while leveraging partners to accelerate procurement.
**Revenue & Forecasting**: 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.
Success in Year 1 includes: retaining and expanding major IC renewal footprint, building executive-level relationships across IC agency acquisition and mission hierarchies, establishing repeatable co-sell execution with strategic cleared FSIs, closing net-new program opportunities, and delivering predictable, finance-ready forecasting.
**Requirements**
Required Qualifications:
- 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 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
Clearance Requirements:
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance required
- TS/SCI strongly preferred; polygraph is a plus
Preferred Qualifications:
- 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
