Senior Account Executive - Federal (Intelligence Community Focus) at Mattermost in United States

Job description

• Mattermost is seeking a Senior Account Executive – Federal (Intelligence Community Focus) to own and expand one of our most strategic territories, centered on the U.S. Intelligence Community.
• This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the IC ecosystem. The territory includes a significant multi-million-dollar renewal footprint and substantial opportunity for expansion across
• IC agencies, program offices, and mission-aligned organizations operating in some of the most sensitive and demanding environments in the world.
• The ideal candidate brings deep IC domain expertise, established relationships across agency acquisition and mission stakeholders, and experience working with Federal Systems Integrators and cleared partners to accelerate program-level adoption.
• Successfully retain and expand major IC renewal footprint
• Build executive-level relationships across IC agency acquisition and mission hierarchies
• Establish repeatable co-sell execution with strategic cleared FSIs
• Close net-new program opportunities across IC agencies and program offices
• Deliver predictable, finance-ready forecasting and pipeline visibility

Responsibilities

• Own and Grow the Intelligence Community Territory
• Serve as the primary seller responsible for Mattermost's IC business, including agencies across the IC, program offices, and mission-aligned stakeholders operating in classified and controlled environments
• Develop and execute multi-year account strategies aligned to IC modernization, zero trust initiatives, and mission priorities
• Expand Mattermost's footprint across additional agencies 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-agency and cross-program expansion opportunities within existing deployments
• Close Complex Enterprise SaaS Transactions
• Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, accreditation workflows, and executive sponsorship
• Navigate IC-specific procurement environments, including FAR/DFARS requirements, classified contracting workflows, 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 cleared Federal Systems Integrators (FSIs), including Booz Allen Hamilton, Leidos, SAIC, Northrop Grumman, Palantir, and others operating within the IC
• Partner effectively with Federal distributors and cleared VARs 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

Requirements

• Proven track record of enterprise SaaS sales experience with demonstrated success closing complex, multi-million-dollar transactions
• Substantial experience selling directly into U.S. Intelligence Community agencies with a deep understanding of IC acquisition, accreditation, and mission environments
• Demonstrated success navigating IC-specific procurement, classification requirements, and authorization-to-operate (ATO) processes
• Experience co-selling with cleared Federal Systems Integrators and navigating partner-influenced deal structures within the IC
• Deep understanding of IC procurement, acquisition, and contracting processes
• Must be eligible to obtain and maintain a U.S. security clearance
• Active Secret clearance required
• TS/SCI strongly preferred; polygraph is a plus
• 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.
• Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software into IC environments
• Familiarity with IC-specific compliance and security frameworks including ICD 503, NIST 800-53, and cross-domain solution requirements
• Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6/TS networks)
• Established relationships within key IC agency acquisition stakeholders and cleared FSI partner ecosystems
• Familiarity with IC-specific contract vehicles and procurement pathways including ODNI, NSA, CIA, DIA, and other agency-specific vehicles

Skills

Required

• Enterprise SaaS sales
• Active Secret clearance

Benefits

• Target Salary Range: $125,000 – $150,000 USD, plus commission
• Mattermost takes a market-based approach to pay. Compensation may vary depending on location, skills, experience, qualifications, and market conditions. These ranges may be modified in the future.