Account Manager (Federal)

• 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
• 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

Benefits

• Fully remote work
• Office setup fund
• Coworking space stipend
• Global and regional team meetups
• Growth fund
• Unlimited vacation
• Family and Friends Days
• Async weeks
• Health benefits
• 401(k)
• Pension
• Open Source Fridays
• Community hackathons and events

• Experience using CRM systems (Salesforce preferred)
• This role may require the candidate to obtain and maintain a U.S. security clearance in the future
• 3–5+ years of experience in sales, account management, renewal management, or commercial closing roles
• Strong discovery, communication, and deal execution skills
• Proven ability to run multiple sales cycles in parallel
• Experience selling into US Federal or regulated environments
• SaaS or enterprise technology sales experience
• Exposure to Federal procurement or partner-led sales motions