Federal Account Manager
- Role
- Sales
- Experience
- Mid
Open to US only. Set where you work from to check your eligibility.
No BS summary
Account manager with 3–5+ years in sales, account management, renewals, or commercial closing. Must be a U.S. citizen eligible to obtain a U.S. government security clearance. Federal, regulated, SaaS, or enterprise tech sales experience is preferred.
Required skills
Optional skills
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.
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. as such, applicants must be U.S. citizens and eligible to obtain a U.S. government security clearance.
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.
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.
What you'll do
- Lead expansions within existing accounts when scope and complexity allow
- Identify upsell and cross-sell opportunities through customer engagement and usage insights
- Partner with Account Executives on larger, more strategic, or more complex expansions
- Manage inbound expansion requests from existing customers
- Own renewals requiring active customer engagement, risk mitigation, or expansion discovery
- Collaborate cross-functionally to ensure smooth, on-time renewals
- Build business cases to support renewals
- Gain hands-on experience with the Federal buying cycle and procurement considerations
- Engage with Federal System Integrators and partner-led opportunities
- Maintain CRM hygiene, forecasting accuracy, and deal documentation
- Share insights and learnings to improve territory execution
What they require
- 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
- U.S. citizen and eligible to obtain a U.S. government security clearance
- Experience selling into US Federal or regulated environments preferred
- Exposure to Federal procurement or partner-led sales motions preferred
- SaaS or enterprise technology sales experience preferred
Benefits
- Commission
- Equal opportunity employer
- Interview accommodations available
Mattermost is the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure. Its platform runs on-premises and in private clouds, delivering secure messaging, file sharing, workflow automation, audio/screenshare, and project management with full data and operational control.