Senior Account Executive - Federal (US ARMY)

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.To learn more, visitMattermost 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 rolefocused 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 DoOwn and Grow the US ARMY TerritoryServe as the primary seller responsible for Mattermost's US Army business, including Army commands, program executive offices (PEOs), program offices, and mission-aligned stakeholdersDevelop and execute multi-year account strategies aligned to Army modernization and mission prioritiesExpand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignmentDrive Strategic Renewals and Expansion OutcomesMaintain executive ownership of large-scale renewals and expansion motions across the territoryPartner closely with an Account Manager who supports renewal execution, while retaining accountability for strategic renewal outcomesIdentify cross-program expansion opportunities within existing deploymentsClose Complex Enterprise SaaS TransactionsLead sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorshipNavigate Federal procurement environments, including FAR/DFARS requirements and common contract vehicles (IDIQs, GWACs, OTAs)Build strong internal deal governance and forecasting discipline through SalesforceExecute a Federal Partner Ecosystem MotionDevelop and manage strategic co-sell relationships with major Federal Systems Integrators (FSIs), including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and othersPartner effectively with Federal distributors and VARs (e.g., Carahsoft) to navigate contract vehicles, renewal workflows, and net-new agency entryAlign with partner capture teams and distributor resources to position Mattermost within prime contracts, task orders, and program-level pursuitsMaintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reachDeliver Predictable Revenue and Forecast AccountabilityCarry and achieve an annual quota across net-new and strategic expansion outcomesMaintain high forecast accuracy, deal hygiene, and pipeline rigorProvide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plansWhat We're Looking ForRequired QualificationsProven track record of enterprise SaaS sales experience with demonstrated success closing complex, multi-million-dollar transactionsSubstantial experience selling directly into U.S. Federal and DoD accounts with a deep understanding of the defense acquisition landscapeDemonstrated 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 transactionsExperience co-selling with Federal Systems Integrators and navigating partner-influenced deal structuresDeep understanding of DoD procurement, acquisition, and contracting processesClearance RequirementsMust be eligible to obtain and maintain a U.S. security clearanceActive Secret clearance preferredTS/SCI clearance is a plusPreferred QualificationsExperience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure softwareFamiliarity with Army modernization initiatives, including Army Futures Command (AFC), Program Executive Office Enterprise Information Systems (PEO EIS), and Army enterprise software delivery organizationsExperience supporting deployments in controlled or classified environments (IL4/IL5/IL6)Established relationships within key Army acquisition stakeholders, commands, and FSI partner ecosystemsFamiliarity with Army-specific contract vehicles and procurement pathwaysWhat Success Looks Like in Year 1Successfully retain and expand major US Army renewal footprintBuild executive-level relationships across Army acquisition and mission hierarchiesEstablish repeatable co-sell execution with strategic FSIsClose net-new program opportunities across Army commands and program officesDeliver predictable, finance-ready forecasting and pipeline visibilityWhy MattermostMattermost 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 commissionMattermost 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 offers a remote-first work environment with medical, dental, and vision coverage. You’ll also receive unlimited PTO plus company holidays, a work from home stipend, an annual learning and development budget for conferences, certifications, and courses, paid parental leave for all parents, and a 401(k) plan.U.S. Eligibility & ComplianceThis role may require obtaining and maintaining a U.S. government security clearance. Candidates must meet federal eligibility requirements to be considered. For more information visitSecurity Clearances — United States Department of StateApplicants 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 theBureau of Industry and Securityand theDirectorate of Defense Trade Controls.#LI-KR1Mattermost 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.