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Mattermost · 4 days ago

Commercial Account Manager – US Federal

United States

Full-time

Remote

Entry, Mid Level

$115K/yr - $140K/yr

2+ years exp

Mattermost is a leading provider of collaborative workflow solutions for critical sectors such as defense and security. The Commercial Account Manager for US Federal will manage sales efforts within defined territories, focusing on inbound sales, account expansions, and renewals while collaborating with Federal Account Executives as needed.

File SharingInformation ServicesInformation TechnologyMessagingSaaSSoftware

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Own and execute inbound-led net-new opportunities within Federal territories, qualifying and closing small to mid-sized deals for customers that are not part of strategic AE territories

Run discovery, qualification, objection handling, and closing motions independently

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)

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

Gain hands-on experience with the Federal buying cycle and procurement considerations

Engage with Federal System Integrators (FSIs) and partner-led opportunities

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, as well as all net-new sales records for assigned accounts

Share insights and learnings to improve territory execution

Qualification

Sales experienceAccount managementCRM systemsFederal sales experienceSaaS sales experienceDeal execution skillsDiscovery skillsCommunication skills

Required

2–5+ 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