Account Manager - Federal

Summary

Mattermost is a collaborative workflow platform serving defense, intelligence, security, and critical infrastructure organizations. The Federal Account Manager will independently manage Federal expansion and renewal motions, identify upsell and cross-sell opportunities, and partner with Account Executives on larger or more complex opportunities. The role also involves customer engagement, renewal management, Federal ecosystem participation, CRM hygiene, forecasting, and territory enablement.

Responsibilities

• 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)
• 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
• Gain hands-on experience with the Federal buying cycle and procurement considerations
• Engage with Federal System Integrators (FSIs) and partner-led opportunities
• 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

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
• Candidates must meet federal eligibility requirements to be considered
• Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR
• Experience selling into US Federal or regulated environments
• Exposure to Federal procurement or partner-led sales motions
• SaaS or enterprise technology sales experience

Qualifications

Must Haves

• 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
• Candidates must meet federal eligibility requirements to be considered
• Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR

Nice to Haves

• Experience selling into US Federal or regulated environments
• Exposure to Federal procurement or partner-led sales motions
• SaaS or enterprise technology sales experience

Benefits

• Commission
• Remote-first work arrangement