Back to jobs
New

Senior Account Executive - Federal (Intelligence Community Focus)

United States
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 www.mattermost.com

 

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.

 

#LI-KR1

Mattermost 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.

Create a Job Alert

Interested in building your career at Mattermost? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Mattermost’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 07/31/2029

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

We use Greenhouse’s AI-powered Talent Matching tool to compare your application against our job requirements.

Learn more