Senior Account Executive - Federal (US ARMY)

Mattermost; United States; Remote; USD 125,000 - 150,000; Full time

Job summary

Mattermost is seeking a Senior Account Executive – Federal (US Army Focus) to own and expand the US Army territory. This quota-carrying role focuses on strategic selling, renewal expansion, and net-new growth with Army commands, program offices, and mission-aligned stakeholders.

You will lead multi-year account strategies, close complex enterprise SaaS transactions, and partner with FSIs. The ideal candidate has deep Army domain expertise, strong relationships with acquisition stakeholders, and

Qualifications

• Proven enterprise SaaS sales track record with multi-million-dollar closes.
• Direct sales experience in US Federal and DoD accounts with defense procurement insight.
• Experience selling to US Army ecosystem including commands and PEOs.
• Ability to close complex software transactions with multi-threaded deals.
• Experience co-selling with Federal Systems Integrators and distributors.
• Deep understanding of DoD procurement, acquisition, and contracting processes.

Responsibilities

• Own and grow the US Army territory, engaging Army commands and mission stakeholders.
• Develop multi-year account strategies aligned to Army modernization priorities.
• Expand Mattermost footprint across commands and programs through strategic penetration.
• Lead strategic renewals and expansion motions across the territory.
• Close complex enterprise SaaS transactions with security, contracting, and sponsorship considerations.
• Develop and manage partner ecosystem with FSIs and distributors to accelerate procurement.

Skills

Enterprise SaaS sales

US Federal & DoD accounts

Army ecosystem knowledge

FSI co-selling

Contracting & procurement

Strategic deal closing

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

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 rolefocused 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

Mattermost is uniquely positioned at the intersection of secure collaboration, mission software, and defense modernization. This role offers the opportunity to shape and scale Mattermost’s presence within one of the largest and most strategic branches of the U.S. Department of Defense.

If you thrive in complex environments, understand how mission outcomes drive technology adoption, and want to sell software that matters — we would love to hear from you.

Target Salary Range

Target Salary Range: $125,000 to $150,000 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.