Director Field & Channel Marketing, North America

Mattermost is seeking a Director of Field & Channel Marketing, North America to lead regional marketing strategy, partner engagement, and demand generation across two priority regions, spanning both Public Sector (Federal, Defense, SLED) and Enterprise markets.

This is a "build-mode" role. As the senior marketing partner to the VP Public Sector and the Director of Sales, Americas, you will be responsible for building awareness and driving pipeline in a high-growth environment. We are looking for an operator who is ready to "get stuck in," perform the early legwork required to activate a channel, and wear multiple hats to ensure operational maturity keeps pace with our technical innovation.

Key Responsibilities

Strategic Leadership & Execution

• Define and own the US Public Sector and Enterprise marketing strategy, ensuring alignment with sales priorities and revenue goals.
• Manage regional marketing plans and budgets with high self-sufficiency and financial discipline.
• Partner with the VP Public Sector and the Director of Sales, Americas to develop and operationalize matrixed GTM plans.

Partner and Ecosystem Marketing

• Build and scale partner marketing programs specifically targeting defense contractors, federal system integrators (FSIs), and strategic alliances.
• Move beyond broad programmatic support to engage in "concentrated efforts" with a small set of high-impact partners (e.g., Carahsoft, GDIT, SAIC).
• Develop joint campaigns and sales/partner enablement content that drive awareness, adoption, and pipeline contribution.

Federal Capture & Demand Generation

• Support Federal capture motions where marketing influence begins 12–24 months before an RFP, focusing on pre-RFP shaping and program influence.
• Oversee ABM and demand generation programs, utilizing a variety of tactics including events, webinars, and digital marketing to deliver measurable pipeline impact.
• AI-Forward Operations: Actively identify and implement opportunities where AI can automate routine HR and marketing workflows, allowing the team to focus on high-impact human initiatives.

Events, Content & Messaging

• Set the strategy for regional events (e.g., RSA, Black Hat) that build technical trust with security-conscious buyers.
• Define regional messaging aligned to sovereignty, resilience, and mission-critical interoperability.

Required Background/Skill

• 8+ years of B2B/B2G marketing experience with at least 3 years in a high-growth tech environment.
• Deep Federal Marketing Expertise: Proven experience with Federal procurement cycles, government buying behaviors, and capture frameworks.
• Startup Mindset: Demonstrated ability to build processes from V1 to V10 and a willingness to "roll up your sleeves" to do the work in a scale-up environment.
• AI Practical Application: You must be "in the theater" of AI, demonstrating personal application of AI tools to optimize marketing workflows and data.
• Ecosystem Fluency: Expert-level experience working with ecosystem partners (Carahsoft, defense contractors, and system integrators) to expand market reach.
• Full-Funnel Accountability: Proven track record of aligning marketing strategy with sales objectives to deliver measurable outcomes in pipeline and ARR.
• Security Clearance: Applicants must be U.S. citizens and eligible to obtain a U.S. government security clearance

Key Attributes

• Strategic Thinker & Operator: Ability to see the big picture while managing tactical execution and leadership "grey areas".
• Assertive Collaborator: Ability to work cross-functionally and provide executive pushback or strategic reframing when necessary.
• Mission-Driven: High conviction in Mattermost’s unique value proposition for sovereign and mission-critical collaboration.

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.