Senior Account Executive - Federal (Intelligence Community Focus)

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, visit 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.What You'll DoOwn and Grow the Intelligence Community TerritoryServe 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 environmentsDevelop and execute multi-year account strategies aligned to IC modernization, zero trust initiatives, and mission prioritiesExpand Mattermost's footprint across additional agencies 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-agency and cross-program expansion opportunities within existing deploymentsClose Complex Enterprise SaaS TransactionsLead sophisticated, multi-threaded sales cycles involving technical validation, security review, accreditation workflows, and executive sponsorshipNavigate 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 SalesforceExecute a Federal Partner Ecosystem MotionDevelop 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 ICPartner effectively with Federal distributors and cleared VARs 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. Intelligence Community agencies with a deep understanding of IC acquisition, accreditation, and mission environmentsDemonstrated success navigating IC-specific procurement, classification requirements, and authorization-to-operate (ATO) processesExperience co-selling with cleared Federal Systems Integrators and navigating partner-influenced deal structures within the ICDeep understanding of IC procurement, acquisition, and contracting processesClearance RequirementsMust be eligible to obtain and maintain a U.S. security clearanceActive Secret clearance requiredTS/SCI strongly preferred; polygraph is a plusPreferred QualificationsExperience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software into IC environmentsFamiliarity with IC-specific compliance and security frameworks including ICD 503, NIST 800-53, and cross-domain solution requirementsExperience supporting deployments in controlled or classified environments (IL4/IL5/IL6/TS networks)Established relationships within key IC agency acquisition stakeholders and cleared FSI partner ecosystemsFamiliarity with IC-specific contract vehicles and procurement pathways including ODNI, NSA, CIA, DIA, and other agency-specific vehiclesWhat Success Looks Like in Year 1Successfully retain and expand major IC renewal footprintBuild executive-level relationships across IC agency acquisition and mission hierarchiesEstablish repeatable co-sell execution with strategic cleared FSIsClose net-new program opportunities across IC agencies and program officesDeliver predictable, finance-ready forecasting and pipeline visibilityWhy MattermostMattermost is uniquely positioned at the intersection of secure collaboration, mission software, and intelligence community modernization. Our platform is built for the environments where security is not a feature — it is the foundation. This role offers the opportunity to shape and scale Mattermost's presence within one of the most strategically important and security-sensitive markets in the world.If you thrive in complex, classified environments, understand how mission outcomes drive technology adoption, and want to sell software that protects the nation's most sensitive operations — we would love to hear from you.Target Salary Range: $125,000 – $150,000 USD, plus commissionMattermost 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.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 visit Security 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 the Bureau of Industry and Security and the Directorate 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.