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Salary: USD 125,000 - 150,000 / annual
Mattermost is seeking a Senior Account Executive focused exclusively on the U.S. Army territory. This is a quota-carrying individual contributor role responsible for strategic selling, renewal expansion, and net-new growth across the Army ecosystem, including Army commands, program executive offices (PEOs), program offices, and mission-aligned organizations. The territory includes a significant multi-million-dollar renewal footprint with substantial expansion opportunity.
Key Responsibilities:
Own and grow the US Army territory by serving as the primary seller for Mattermost's Army business. Develop and execute multi-year account strategies aligned to Army modernization and mission priorities. Expand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignment.
Drive strategic renewals and expansion outcomes by maintaining executive ownership of large-scale renewals and expansion motions. Partner closely with an Account Manager who supports renewal execution while retaining accountability for strategic renewal outcomes. Identify cross-program expansion opportunities within existing deployments.
Close complex enterprise SaaS transactions by leading sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorship. Navigate Federal procurement environments, including FAR/DFARS requirements and common contract vehicles (IDIQs, GWACs, OTAs). Build strong internal deal governance and forecasting discipline through Salesforce.
Execute a Federal partner ecosystem motion by developing and managing strategic co-sell relationships with major Federal Systems Integrators (FSIs), including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and others. Partner effectively with Federal distributors and VARs (e.g., Carahsoft) 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.
Deliver predictable revenue and forecast accountability by carrying and achieving 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.
Year 1 success metrics include retaining and expanding the major US Army renewal footprint, building executive-level relationships across Army acquisition and mission hierarchies, establishing repeatable co-sell execution with strategic FSIs, closing net-new program opportunities across Army commands and program offices, and delivering predictable, finance-ready forecasting and pipeline visibility.
Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. 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. It powers high-stakes workflows across mission planning, real-time operations, DevSecOps, incident response, and cyber defense.
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. Federal and DoD accounts with deep understanding of the defense acquisition landscape
- Demonstrated success selling into the US Army ecosystem specifically (Army commands, PEOs, program offices, and acquisition stakeholders)
- Proven ability to close complex, multi-million-dollar software transactions
- Experience co-selling with Federal Systems Integrators and navigating partner-influenced deal structures
- Deep understanding of DoD procurement, acquisition, and contracting processes
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance preferred; TS/SCI clearance is a plus
Preferred Qualifications:
- Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software
- Familiarity with Army modernization initiatives, including Army Futures Command (AFC), Program Executive Office Enterprise Information Systems (PEO EIS), and Army enterprise software delivery organizations
- Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6)
- Established relationships within key Army acquisition stakeholders, commands, and FSI partner ecosystems
- Familiarity with Army-specific contract vehicles and procurement pathways
