About the role
We are seeking an experienced and results-driven Federal Account Manager (AM) who is collaborative, territory-aligned sales role that operates alongside Federal Account Executives (AEs). AMs independently manage defined Federal expansion and renewal motions while exercising sound judgment on when to partner with AEs on larger or more complex opportunities.
Responsibilities Include
Expansion Ownership
- Lead expansions within existing accounts when scope and complexity allow
- Identify upsell and cross-sell opportunities through customer engagement and usage insights
- Partner with AEs on expansions that become larger, more strategic, or more complex
- Manage inbound expansion requests from existing customers (e.g., incremental license additions)
Renewal Management (Value-Driven)
- Own renewals requiring active customer engagement, risk mitigation, or expansion discovery
- Collaborate cross-functionally to ensure smooth, on-time renewals
- Become a trusted advisor to customers by helping to realize the value of Mattermost and building business cases to support renewals
Federal Sales & Ecosystem Exposure
- Gain hands-on experience with the Federal buying cycle and procurement considerations
- Engage with Federal System Integrators (FSIs) and partner-led opportunities
Territory Enablement & Hygiene
- Act as a capacity multiplier for Federal AEs
- Maintain strong CRM hygiene, forecasting accuracy, and deal documentation by owning the renewal & expansion records for all assigned accounts
- Share insights and learnings to improve territory execution
Required Background / Skills
- 3–5+ years of experience in sales, account management, renewal management, or commercial closing roles
- Proven ability to run multiple sales cycles in parallel
- Strong discovery, communication, and deal execution skills
- Experience using CRM systems (Salesforce preferred)
- This role may require the candidate to obtain and maintain a U.S. security clearance in the future.
as such, applicants must be U.S. citizens and eligible to obtain a U.S. government security clearance.
Preferred Qualifications:
- Experience selling into US Federal or regulated environments
- Exposure to Federal procurement or partner-led sales motions
- SaaS or enterprise technology sales experience
Target Salary Range: $100,000 to $130,000 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.
Aplyr's read
Mattermost is an open-source collaboration platform attracting tech-savvy professionals focused on secure, customizable team communication and project management solutions.
What's promising
- •Mattermost's open-source nature allows for high customization and flexibility.
- •The platform is designed with a strong focus on security, appealing to defense and government sectors.
- •Mattermost integrates seamlessly with a wide array of tools, enhancing productivity.
What to watch
- •The open-source model may require more technical expertise from users.
- •Competition from established platforms like Slack and Microsoft Teams is intense.
- •Limited public information about the company's financial health and growth trajectory.
Why Mattermost
- •Mattermost offers a self-hosted option, ensuring data control and privacy.
- •The platform is particularly tailored for high-security environments, such as government and defense.
- •Mattermost's open-source community actively contributes to its development and innovation.
Aplyr’s read is generated by AI from public sources. Was it useful?
About Mattermost
Mattermost is an open-source collaboration platform designed for team communication and project management. It provides messaging, file sharing, and integrations with various tools to enhance productivity.
