Senior Account Executive - Federal (Intelligence Community Focus)

The role

This individual contributor role owns and expands the Intelligence Community territory. The person will manage strategic renewals, net-new growth, and co-sell relationships with Federal Systems Integrators.

What you will do

• Serve as the primary seller for the Intelligence Community business
• Develop and execute multi-year account strategies
• Expand footprint across additional agencies and programs
• Maintain executive ownership of large-scale renewals and expansion
• Identify cross-agency and cross-program expansion opportunities
• Lead multi-threaded sales cycles involving technical validation and security review
• Navigate IC-specific procurement environments and contract vehicles
• Build internal deal governance and forecasting discipline through Salesforce
• Develop and manage strategic co-sell relationships with Federal Systems Integrators
• Achieve an annual quota across net-new and strategic expansion outcomes

Required qualifications

• Enterprise SaaS sales experience closing complex, multi-million-dollar transactions
• Experience selling directly into U.S. Intelligence Community agencies
• Understanding of IC acquisition, accreditation, and mission environments
• Success navigating IC-specific procurement, classification requirements, and ATO processes
• Experience co-selling with cleared Federal Systems Integrators
• Understanding of IC procurement, acquisition, and contracting processes
• Active Secret clearance

Nice to have

• TS/SCI
• polygraph
• 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

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

• Must be eligible to obtain and maintain a U.S. security clearance
• Must meet federal eligibility requirements
• 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 remote-first, open-source company providing a collaborative workflow platform for defense, intelligence, security, and critical infrastructure.