Commercial Account Manager – US Federal

At Mattermost, we build the #1 collaborative workflow solution for defense, intelligence, security, and critical infrastructure organizations. Trusted by governments, financial institutions, and technology companies, our platform enables secure, efficient operations for the world’s most critical teams.
We’re dedicated to empowering organizations to operate with confidence, reducing risks, and accelerating productivity. Guided by our core values of Customer Obsession, Earn Trust, Self Awareness, Ownership and High Impact, we collaborate closely with our customers to deliver solutions that meet complex needs and drive success.
To learn more, visit www.mattermost.com
The Commercial Account Manager (CAM) – US Federal is a collaborative, territory-aligned sales role that operates alongside Federal Account Executives (AEs). CAMs independently manage defined commercial sales motions while exercising sound judgment on when to partner with AEs on larger or more complex opportunities.
Responsibilities Include
Inbound Net New Sales
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
Expansion Ownership
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)
Renewal Management (Value-Driven)
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
Federal Sales & Ecosystem Exposure
Gain hands-on experience with the Federal buying cycle and procurement considerations
Engage with Federal System Integrators (FSIs) and partner-led opportunities
Territory Enablement & Hygiene
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
Required Background / 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.
Preferred Qualifications:
Experience selling into US Federal or regulated environments
Exposure to Federal procurement or partner-led sales motions
SaaS or enterprise technology sales experience
Posting Range
$115,000 - $140,000 USD
Mattermost is an EEO Employer, we are a remote-first, open-source company.
We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time.
Mattermost values your unique perspective—we welcome all applicants. We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics.
If you require accommodations during the interview process, please let us know—we’re happy to assist.