Account Manager - Federal

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

Job summary

Mattermost is seeking a Federal Account Manager to independently drive expansions and renewals within defined federal accounts, partnering with Federal AEs on larger opportunities.

You will own renewals, identify upsell opportunities, and build business cases to demonstrate value, while maintaining CRM hygiene and contributing to territory expansion.

Qualifications

• 3–5+ years of experience in sales, account management, renewal management, or commercial closing roles.
• 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.

Responsibilities

• Expansion Ownership: Lead expansions within existing accounts when scope and complexity allow; identify upsell/cross-sell opportunities; partner with AEs on larger or more complex expansions; manage inbound expansion requests from existing customers.
• Renewal Management (Value-Driven): Own renewals requiring active customer engagement, risk mitigation, or expansion discovery; collaborate cross-functionally to ensure smooth, on-time renewals; build business cases to realize value of Mattermost.
• Federal Sales & Ecosystem Exposure: Gain hands-on experience with the Federal buying cycle and procurement considerations; engage with Federal System Integrators and partner-led opportunities.
• Territory Enablement & Hygiene: Act as a capacity multiplier for Federal AEs; maintain CRM hygiene, forecasting accuracy, and deal documentation; share insights to improve territory execution.

Skills

Sales experience

Account management

Renewal management

CRM proficiency

Tools

Salesforce

Job description

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.com

We 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 State

Applicants 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 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.