Account Manager - Federal

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 commissionMattermost 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.Mattermost offers a remote-first work environment with medical, dental, and vision coverage. You’ll also receive unlimited PTO plus company holidays, a work from home stipend, an annual learning and development budget for conferences, certifications, and courses, paid parental leave for all parents, and a 401(k) plan.

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 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.