Account Manager - Federal

The role

The Federal Account Manager manages expansion and renewal motions within defined Federal accounts. This role operates alongside Federal Account Executives to identify upsell opportunities and ensure smooth renewals.

What you will do

• 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
• 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 to help realize value and build business cases
• Engage with Federal System Integrators and partner-led opportunities
• Maintain strong CRM hygiene, forecasting accuracy, and deal documentation
• Share insights and learnings to improve territory execution

Required qualifications

• 3–5+ 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

Nice to have

• Experience selling into US Federal or regulated environments
• Exposure to Federal procurement or partner-led sales motions
• SaaS or enterprise technology sales experience
• Salesforce preferred

Benefits

• medical, dental, and vision coverage
• unlimited PTO
• company holidays
• work from home stipend
• annual learning and development budget for conferences, certifications, and courses
• paid parental leave for all parents
• 401(k) plan

Before you apply

• This role may require the candidate to obtain and maintain a U.S. security clearance in the future
• Candidates must meet federal eligibility requirements
• Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR

About the company

Mattermost is a collaborative workflow platform for defense, intelligence, security, and critical infrastructure. The company is a remote-first, open-source company.