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# Account Manager – Federal

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/mattermost.md)Share16 Sep 2026Published40Listing views1Application actions16 Oct 2026Apply before  Opportunity details

## About this role.

AI SummaryMattermost is hiring a Federal Account Manager to manage expansion and renewal motions across assigned U.S. federal accounts. The role partners with Federal Account Executives on larger or more complex opportunities while independently handling customer engagement, risk mitigation, upsell discovery, and incremental license requests. Success requires managing multiple sales cycles, maintaining accurate Salesforce records and forecasts, and developing familiarity with federal procurement and systems-integrator sales motions. This is a quota-oriented SaaS account-management role focused on customer value realization, retention, and expansion in a security-sensitive market.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

4/5EasyHard

### Pace & Pressure

4/5RelaxedFast-paced

### Autonomy Level

4/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThe position requires balancing several concurrent renewals and expansion opportunities while navigating federal buying processes, partner relationships, and potentially security-clearance-related requirements. It demands strong commercial judgment about which deals to own independently and when to involve an Account Executive.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianMarket rate$115,000US market range$95k–$145k0$160k

AI insightThe disclosed yearly target salary range is $100,000–$130,000 USD, with a midpoint of $115,000, plus commission. For a U.S.-based Federal SaaS Account Manager with approximately 3–5+ years of experience, an estimated market base-salary range is $95,000–$145,000 USD; total compensation may be higher when variable commission is included.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Federal sales](https://jobicy.com/jobs?search_keywords=Federal%20sales.md)[Account management](https://jobicy.com/jobs?search_keywords=Account%20management.md)[Renewal management](https://jobicy.com/jobs?search_keywords=Renewal%20management.md)[SaaS sales](https://jobicy.com/jobs?search_keywords=SaaS%20sales.md)[Upselling](https://jobicy.com/jobs?search_keywords=Upselling.md)[Cross-selling](https://jobicy.com/jobs?search_keywords=Cross-selling.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Customer value realization](https://jobicy.com/jobs?search_keywords=Customer%20value%20realization.md)[Federal procurement](https://jobicy.com/jobs?search_keywords=Federal%20procurement.md)

Sample interview questionsHow would you identify and prioritize expansion opportunities within an existing federal account?I would combine product-usage signals, customer objectives, renewal timing, stakeholder feedback, and account history to identify unmet needs. I would prioritize opportunities by customer value, urgency, likelihood to close, procurement complexity, and whether the opportunity can be owned independently or needs AE support.

Describe your approach to managing a renewal that is at risk.

I would first diagnose the source of risk through direct discovery with the customer and internal account stakeholders, such as adoption gaps, budget pressure, procurement delays, or unresolved product concerns. I would create a documented mutual action plan with owners, milestones, value evidence, and executive escalation paths, then maintain a consistent communication cadence through close.

When would you involve a Federal Account Executive in an expansion motion?

I would involve the AE when the opportunity becomes strategically significant, includes multiple buying groups, requires a complex commercial structure, has substantial procurement or partner considerations, or needs executive-level engagement. I would provide clear account context, discovery findings, next steps, and CRM documentation so the transition or joint pursuit is efficient.

How do you maintain forecast accuracy while managing many simultaneous renewals and expansions?

I use disciplined CRM hygiene, defined deal stages, dated next steps, and evidence-based close dates. I regularly inspect renewal risk, customer commitments, procurement milestones, and internal dependencies, then update forecasts promptly when facts change rather than relying on optimistic assumptions.

What is important when selling and managing accounts in a U.S. federal or regulated environment?

It is important to understand the customer mission, security and compliance requirements, procurement process, stakeholder structure, and partner ecosystem. I would communicate clearly, protect sensitive information, document commitments carefully, and align proposed outcomes to operational value and risk reduction.

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](http://www.mattermost.com/)

We are seeking an experienced and results-driven Federal Account Manager (AM) who is collaborative, territory-aligned sales role that operates alongside Federal Account Executives (AEs). AMs independently manage defined Federal expansion and renewal motions while exercising sound judgment on when to partner with AEs on larger or more complex opportunities.

Responsibilities Include

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
* Share insights and learnings to improve territory execution

Required Background / Skills

* 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 (Salesforce preferred)
* This role may require the candidate to obtain and maintain a U.S. security clearance in the future.

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

Target Salary Range: $100,000 to $130,000 USD plus commission

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.

U.S. Eligibility & Compliance

This role may require obtaining and maintaining a U.S. government security clearance. Candidates must meet federal eligibility requirements to be considered. For more information visit[Security Clearances — United States Department of State](https://www.state.gov/securityclearances)

Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR. For more information visit the[Bureau of Industry and Security](https://www.bis.doc.gov/) and the[Directorate of Defense Trade Controls](https://www.pmddtc.state.gov/).

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.

Show more

[Apply now >](https://jobicy.com/jobs/153438-account-manager-federal.md)

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