Senior Account Executive - Federal (Intelligence Community Focus)

Imagine yourself at the forefront of securing critical national assets, empowering the very teams who defend our country. Mattermost offers a truly unique chance to shape the future of secure collaboration within the U.S. Intelligence Community. We are actively seeking a seasoned Senior Account Executive, someone with a keen understanding of federal operations and a passion for strategic impact. This is not just another sales role; it is an exceptional opportunity to build deep relationships, drive significant growth, and directly contribute to mission success for vital agencies. If you thrive on complex challenges and are ready to expand a substantial territory, we certainly want to hear from you.

Overview

Mattermost stands as the leading collaborative workflow platform for defense, intelligence, security, and critical infrastructure organizations. Our platform earns trust from the U.S. Department of War and numerous Fortune 500 companies. It operates seamlessly on-premises and within private clouds, delivering secure messaging, efficient file sharing, robust workflow automation, clear audio/screenshare capabilities, and comprehensive project management, all while providing complete data and operational control. Mattermost powers high-stakes workflows across crucial areas like mission planning, real-time operations, DevSecOps, incident response, and cyber defense. This enables secure collaboration from the tactical edge and DDIL environments right up to enterprise headquarters. Teams utilize our platform across web, desktop, and mobile devices, enjoying embedded interoperability with Microsoft Teams, Outlook, and Microsoft 365. This role is a fully remote, worldwide opportunity.

We are searching for a Senior Account Executive – Federal (Intelligence Community Focus) to own and expand one of our most strategic territories, specifically centered on the U.S. Intelligence Community. This is a quota-carrying individual contributor position focused exclusively on strategic selling, renewal expansion, and net new growth throughout the IC ecosystem. Your territory encompasses a significant multi-million dollar portfolio.

Key Responsibilities

In this vital role, your key responsibilities will involve a range of strategic activities, including:

Developing and executing comprehensive account plans to achieve and surpass sales targets within the U.S. Intelligence Community.
Cultivating and maintaining robust relationships with key stakeholders, critical decision makers, and influential figures across various government agencies.
Proactively identifying and qualifying new business opportunities, then skillfully guiding the full sales cycle from initial prospecting through to successful closure.
Managing complex sales engagements, consistently demonstrating deep product knowledge and a clear understanding of customer specific needs.
Negotiating and closing multi-million dollar deals, encompassing both new license acquisitions and strategic renewal expansions.
Collaborating closely with internal Mattermost teams, including Solutions Engineering, Product Management, and Customer Success, to ensure seamless customer experiences.
Providing accurate sales forecasting and proactive pipeline management to support business objectives.
Staying thoroughly informed on industry trends, the competitive landscape, and evolving federal procurement processes.

Requirements

To excel in this challenging yet rewarding position, you should possess:

A proven track record of significant success in enterprise software sales, specifically within the U.S. Federal government sector.
Extensive experience selling into the Intelligence Community is absolutely essential.
Demonstrated ability to consistently meet or exceed sales quotas, particularly when managing multi-million dollar targets.
A strong understanding of secure collaboration platforms, DevSecOps methodologies, and mission-critical workflows.
Exceptional communication, compelling presentation, and astute negotiation skills.
The ability to articulate complex technical concepts clearly and concisely to diverse audiences, ranging from technical specialists to executive leadership.
Being self-motivated, highly disciplined, and capable of working effectively in a fully remote, autonomous environment.
A Bachelor's degree or equivalent extensive practical experience in a relevant field.
Willingness to travel as required for customer engagements and industry events.
An active security clearance or the ability to obtain one is a significant advantage.

What You'll Gain

Joining Mattermost offers a unique set of advantages:

A pivotal role at a rapidly growing company directly serving critical national security missions.
The distinct opportunity to directly impact and enhance secure collaboration for the U.S. Intelligence Community.
A competitive compensation package, including uncapped commissions that reward your success.
Comprehensive benefits along with a supportive and flexible remote work environment.
Ample professional development opportunities and a clear path for career advancement.
The chance to be part of a dedicated team committed to innovation and mission success.
You will work with cutting-edge technology alongside a diverse and exceptionally talented group of colleagues.