About this role.
Mattermost is hiring a UK-focused Commercial Account Manager to manage inbound net-new sales, smaller expansion opportunities, and value-driven renewals alongside Account Executives. The role requires independent ownership of discovery, qualification, objection handling, closing, CRM hygiene, and forecasting across multiple concurrent sales cycles. The successful candidate will recognize when opportunities require AE partnership because of strategic scope or complexity. Ideal applicants bring 2–5+ years of SaaS, technology, account management, renewal, or commercial closing experience, with regulated-environment and procurement exposure preferred.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I segment work by revenue potential, renewal date, customer risk, buying readiness, and strategic importance. I maintain clear next steps and close plans in the CRM, reserve time for high-risk renewals, and escalate complex or strategic opportunities to the AE early.
I begin by understanding the customer's workflow, stakeholders, current tools, pain points, business impact, timeline, and procurement path. I then validate success criteria, map the solution to measurable outcomes, address gaps directly, and agree on a mutual action plan for evaluation and close.
I would review usage signals, customer goals, licensing patterns, support themes, and stakeholder feedback to identify unmet needs. I would quantify the value of additional adoption or capabilities, engage the right decision-makers, and involve the AE when the opportunity becomes strategic or operationally complex.
I identify the source of risk quickly, whether it is adoption, value realization, budget, competition, or an unresolved product concern. I align internal partners around a recovery plan, reconnect the customer to agreed outcomes, document actions and timing, and explore a suitable renewal or expansion path based on demonstrated value.
I update opportunity stages only when exit criteria are met and record stakeholder roles, qualification details, risks, next steps, close dates, and expected value after every meaningful interaction. I review my pipeline routinely, challenge unsupported assumptions, and communicate forecast changes early so leadership and partners can act on reliable information.
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, DevSecOps, 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 www.mattermost.com
Mattermost is seeking a Commercial Account Manager (CAM) – UK to support and accelerate commercial growth across the region. This is a collaborative, territory-aligned sales role that operates alongside Account Executives (AEs).
The CAM independently manages defined commercial sales motions while exercising strong judgment on when to partner with AEs on larger or more complex opportunities. This role is ideal for a commercially driven seller who thrives in a fast-paced SaaS environment and enjoys balancing net-new acquisition, expansion, and renewal management.
What You’ll Do
Inbound Net New Sales
Own and execute inbound-led net-new opportunities
Qualify and close small to mid-sized deals for customers not aligned to 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
Serve as a trusted advisor by helping customers realize the value of Mattermost and building business cases to support renewals
Sales & Ecosystem Exposure
Gain hands-on experience with the full buying cycle and commercial procurement considerations
Territory Enablement & Hygiene
Act as a capacity multiplier for Account Executives
Maintain strong CRM hygiene, forecasting accuracy, and deal documentation
Own renewal and expansion records for assigned accounts, as well as net-new sales records within your scope
Share insights and learnings to continuously improve territory execution
Required Background / Skills
Required
2–5+ years of experience in sales, account management, renewal management, or commercial closing roles
Demonstrated ability to manage multiple sales cycles in parallel
Strong discovery, communication, and deal execution skills
Experience using CRM systems (Salesforce preferred)
Preferred
Experience selling into regulated environments
Exposure to commercial procurement processes
SaaS or enterprise technology sales experience
Mattermost takes a market-based approach to pay and pay may vary depending on your location. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.
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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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