Senior Account Executive - Federal (US ARMY) at Mattermost in United States

Job description

• 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 role focused 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.
• 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

Responsibilities

• 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

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. 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
• Must be eligible to obtain and maintain a U.S. security clearance
• Active Secret clearance preferred
• TS/SCI clearance 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
• 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

Skills

Required

• Enterprise SaaS sales
• Selling into the US Army ecosystem

Preferred

• Active Secret clearance
• TS/SCI clearance

Benefits

• 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.