Senior Account Executive - Federal; US ARMY

Position: Senior Account Executive - Federal (US ARMY)
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, Dev Sec Ops , 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 Mattermost is seeking a Senior Account Executive – Federal (US Army Focus) to own and expand one of our most strategic territories, centered on the United States Army.

This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the Army ecosystem. The territory includes a significant multi-million-dollar renewal footprint and substantial opportunity for expansion across Army commands, program offices, and mission-aligned organizations.

The ideal candidate brings deep Army domain expertise, established relationships across acquisition and mission stakeholders, and experience working with Federal Systems Integrators (FSIs) to accelerate program-level adoption.

What You'll DoOwn and Grow the US ARMY Territory Serve as the primary seller responsible for Mattermost's US Army business, including Army commands, program executive offices (PEOs), program offices, and mission-aligned stakeholders

Develop and execute multi-year account strategies aligned to Army modernization and mission priorities

Expand Mattermost's footprint across additional commands 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-program expansion opportunities within existing deployments

Close Complex Enterprise SaaS Transactions Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorship

Navigate Federal procurement environments, including FAR/DFARS requirements 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 Federal Systems Integrators (FSIs), including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and others

Partner effectively with Federal distributors and VARs (e.g., Carahsoft) 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. Federal and DoD accounts with a deep understanding of the defense acquisition landscape

Demonstrated success selling into the US Army ecosystem specifically (Army commands, PEOs, program offices, and acquisition stakeholders)
Proven ability to close complex, multi-million-dollar software transactions

Experience co-selling with Federal Systems Integrators and navigating partner-influenced deal structures

Deep understanding of DoD procurement, acquisition, and contracting processes

Clearance Requirements Must be eligible to obtain and maintain a U.S. security clearance

Active Secret clearance…