Mattermost
via Greenhouse
Senior Account Executive - Federal (US ARMY)
This is the employer's own posting, not a copy on a job board.
What we know
Is it still open?
Confirmed still open
Last checked 1h ago — checked against the employer's own applicant tracking system, which is the company answering directly.
We re-read the employer's own applicant tracking system and the posting was still there. That is the company answering directly.
How old is it?
Posted 1h ago
The date the source published, not the day we noticed it (2026-09-17). Last seen at its source just now.
Is it remote?
The listing says yes
The location field doesn't say remote, so our assessment is based on the title or the description. Read the listing before applying.
Who may apply?
United States
The description states no restriction of its own. This is the source's own tag.
Pay
$125k–150k/yr
Read out of the job description by us, not from a structured field. Shown in the posting's own currency and period; we never convert.
Skills named in the ad
Recognised terms only, from a fixed vocabulary — this is what CV matching compares against.
Carried by 1 source
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greenhouse employer's own board first seen 1h ago · last seen just now
The listing
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.
What You'll Do
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
What We're Looking For
Required Qualifications
- 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
Clearance Requirements
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance preferred
- TS/SCI clearance is a plus
Preferred Qualifications
- 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
What Success Looks Like in Year 1
- 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
Why Mattermost
Mattermost is uniquely positioned at the intersection of secure collaboration, mission software, and defense modernization. This role offers the opportunity to shape and scale Mattermost's presence within one of the largest and most strategic branches of the U.S. Department of Defense.
If you thrive in complex environments, understand how mission outcomes drive technology adoption, and want to sell software that matters — we would love to hear from you.
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.
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.
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