Account Manager - Federal

Jobicy; United States; Remote; USD 100,000 - 130,000; Full time

Benefits offered by this job

Remote-first

Commission eligible

Job summary

Mattermost is hiring a Federal Account Manager to drive expansion and renewals across US federal accounts. You will partner with Federal AEs, manage multiple deals, and balance customer value with growth in a security‑sensitive market.

You’ll own renewals, identify upsell opportunities, and collaborate cross-functionally to ensure on‑time contracts while navigating the federal procurement landscape. A remote-first, commission‑eligible role with US eligibility.

Qualifications

• 3–5+ years of experience in sales, account management, renewal management, or related roles.
• Proven ability to run multiple sales cycles in parallel.
• Strong discovery, communication, and deal execution skills.

Responsibilities

• Lead expansions within existing federal accounts and identify upsell opportunities.
• Own renewals with active customer engagement, risk mitigation, and expansion discovery.
• Engage with Federal System Integrators and partner-led opportunities.
• Maintain CRM hygiene, forecasting accuracy, and deal documentation.

Skills

Federal sales

Account management

Renewal management

SaaS sales

Upselling

Cross-selling

Salesforce CRM

Sales forecasting

Customer value realization

Federal procurement

Tools

Salesforce CRM

Job description

# Account Manager – FederalReview the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.Apply for this job View companyRole snapshotHiring nowRemote from: USASalary: USD 100k–130k / yrDepartment: SalesEmployment: Full TimeExperience: Senior**16 Sep 2026**Published**87**Listing views**3**Application actions**16 Oct 2026**Apply beforeOpportunity details## About this role.AI SummaryMattermost is hiring a Federal Account Manager to manage expansion and renewal motions across assigned U.S. federal accounts. The role partners with Federal Account Executives on larger or more complex opportunities while independently handling customer engagement, risk mitigation, upsell discovery, and incremental license requests. Success requires managing multiple sales cycles, maintaining accurate Salesforce records and forecasts, and developing familiarity with federal procurement and systems-integrator sales motions. This is a quota-oriented SaaS account-management role focused on customer value realization, retention, and expansion in a security-sensitive market.## Role DNAA quick view of the complexity, pace, ownership and collaboration implied by the job description.### Job Complexity4/5EasyHard### Pace & Pressure4/5RelaxedFast-paced### Autonomy Level4/5GuidedFull ownership### Communication Load5/5IndependentCollaborative**AI insight**The position requires balancing several concurrent renewals and expansion opportunities while navigating federal buying processes, partner relationships, and potentially security-clearance-related requirements. It demands strong commercial judgment about which deals to own independently and when to involve an Account Executive.## Salary analysisEstimated compensation compared with the broader US market for similar roles.Estimated job medianMarket rate**$115,000**US market range**$95k–$145k**0$160k**AI insight**The disclosed yearly target salary range is $100,000–$130,000 USD, with a midpoint of $115,000, plus commission. For a U.S.-based Federal SaaS Account Manager with approximately 3–5+ years of experience, an estimated market base-salary range is $95,000–$145,000 USD; total compensation may be higher when variable commission is included.## Core skillsSkills and capabilities most closely associated with this opportunity.Federal salesAccount managementRenewal managementSaaS salesUpsellingCross-sellingSalesforce CRMSales forecastingCustomer value realizationFederal procurement**Sample interview questions**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.To learn more, visit www.mattermost.comWe 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.**Responsibilities Include****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 (e.g., incremental license additions)**Renewal Management (Value-Driven)*** 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**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 & Hygiene*** 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**Required Background / Skills*** 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.**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***Target Salary Range: $100,000 to $130,000 USD plus commission****Mattermost takes a market-based approach to pay and pay may vary depending on your location. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.***U.S. Eligibility & Compliance**This role may require obtaining and maintaining a U.S. government security clearance. Candidates must meet federal eligibility requirements to be considered. For more information visit Security Clearances — United States Department of StateApplicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR. For more information visit the Bureau of Industry and Security and the Directorate of Defense Trade Controls.Mattermost is an EEO Employer, we are a remote-first, open-source company.We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time.Mattermost values your unique perspective—we welcome all applicants. We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics.If you require accommodations during the interview process, please let us know—we’re happy to assist.