Senior Account Executive - Federal (US ARMY)

Bazeta; Northern (KY); Hybrid; USD 120,000 - 190,000; Full time

Job summary

Mattermost is seeking a Senior Account Executive – Federal (US Army Focus) to own and expand our US Army territory. You will drive strategic account plans, manage multi-threaded sales cycles, and align with partners to accelerate procurement and expansion across Army commands and offices.

You will bring deep Army domain expertise and a successful track record in Federal/SaaS sales, with the ability to navigate FAR/DFARS processes and build executive-level relationships for sustained growth.

Qualifications

• Proven track record of enterprise SaaS sales with multi-million-dollar transactions.
• Deep experience selling directly into U.S. Federal and DoD accounts.
• Demonstrated success in selling into the US Army ecosystem (commands, PEOs, offices).

Responsibilities

• Own and grow the US Army territory with strategic account plans.
• Drive complex, multi-threaded sales cycles including security reviews and contracting workflows.
• Forge strong partner relationships to accelerate procurement and renewals.

Skills

Enterprise SaaS sales

US Federal sales

DoD procurement

Army domain expertise

Tools

Salesforce

Job description

# Senior Account Executive - Federal (US ARMY)United States9 hours agoID 1185177Price on request## DetailsEmployment type: Full-timeRemote: YesCompany: MattermostLevel: Director## DescriptionMattermost 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 Mattermost is seeking a Senior Account Executive – Federal (US Army Focus) to own and expand one of our most strategic territories, centered on the United States Army. This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the Army ecosystem. The territory includes a significant multi-million-dollar renewal footprint and substantial opportunity for expansion across Army commands, program offices, and mission-aligned organizations. The ideal candidate brings deep Army domain expertise, established relationships across acquisition and mission stakeholders, and experience working with Federal Systems Integrators (FSIs) to accelerate program-level adoption. What You'll Do Own and Grow the US ARMY Territory • Serve as the primary seller responsible for Mattermost's US Army business, including Army commands, program executive offices (PEOs), program offices, and mission-aligned stakeholders • 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 • Maintain executive ownership of large-scale renewals and expansion motions across the territory • 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 • Lead 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 • Develop and manage 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 • Maintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reach Deliver Predictable Revenue and Forecast Accountability • 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 What We're Looking For 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 a 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 Clearance Requirements • 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 What Success Looks Like in Year 1 • Successfully retain and expand major US Army renewal footprint • Build executive-level relationships across Army acquisition and mission hierarchies • Establish repeatable co-sell execution with strategic FSIs • Close net-new program opportunities across Army commands and program offices • Deliver predictable, finance-ready forecasting and pipeline visibility Why Mattermost...