The job, in the employer's words
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 Do
Own and Grow the Intelligence Community Territory
- Serve 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 environments
- Develop and execute multi-year account strategies aligned to IC modernization, zero trust initiatives, and mission priorities
- Expand Mattermost's footprint across additional agencies 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-agency and cross-program expansion opportunities within existing deployments
Close Complex Enterprise SaaS Transactions
- Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, accreditation workflows, and executive sponsorship
- Navigate 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 Salesforce
Execute a Federal Partner Ecosystem Motion
- Develop 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 IC
- Partner effectively with Federal distributors and cleared VARs 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. Intelligence Community agencies with a deep understanding of IC acquisition, accreditation, and mission environments
- Demonstrated success navigating IC-specific procurement, classification requirements, and authorization-to-operate (ATO) processes
- Experience co-selling with cleared Federal Systems Integrators and navigating partner-influenced deal structures within the IC
- Deep understanding of IC procurement, acquisition, and contracting processes
Clearance Requirements
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance required
- TS/SCI strongly preferred; polygraph is a plus
Preferred Qualifications
- Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software into IC environments
- Familiarity with IC-specific compliance and security frameworks including ICD 503, NIST 800-53, and cross-domain solution requirements
- Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6/TS networks)
- Established relationships within key IC agency acquisition stakeholders and cleared FSI partner ecosystems
- Familiarity with IC-specific contract vehicles and procurement pathways including ODNI, NSA, CIA, DIA, and other agency-specific vehicles
What Success Looks Like in Year 1
- Successfully retain and expand major IC renewal footprint
- Build executive-level relationships across IC agency acquisition and mission hierarchies
- Establish repeatable co-sell execution with strategic cleared FSIs
- Close net-new program opportunities across IC agencies 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 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 commission
Mattermost 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 & 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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Requirements mentioned
- Proven track record of enterprise SaaS sales experience with demonstrated success closing complex, multi-million-dollar transactions
- Substantial experience selling directly into U.S. Intelligence Community agencies with a deep understanding of IC acquisition, accreditation, and mission environments
- Demonstrated success navigating IC-specific procurement, classification requirements, and authorization-to-operate (ATO) processes
- Experience co-selling with cleared Federal Systems Integrators and navigating partner-influenced deal structures within the IC
- Deep understanding of IC procurement, acquisition, and contracting processes
- Must be eligible to obtain and maintain a U.S. security clearance
- Active Secret clearance required
- TS/SCI strongly preferred; polygraph is a plus
- Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software into IC environments
- Familiarity with IC-specific compliance and security frameworks including ICD 503, NIST 800-53, and cross-domain solution requirements
- Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6/TS networks)
- Established relationships within key IC agency acquisition stakeholders and cleared FSI partner ecosystems
- Familiarity with IC-specific contract vehicles and procurement pathways including ODNI, NSA, CIA, DIA, and other agency-specific vehicles
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