Senior Account Executive - Federal (USAF)

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 Senior Account Executive – Federal (USAF Focus) to own and expand one of our most strategic territories, centered on the United States Air Force. This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the Air Force ecosystem. The territory includes a significant multi-million-dollar renewal footprint (including AFMC and Platform One–aligned environments) and substantial opportunity for expansion. The ideal candidate brings deep USAF domain expertise, established relationships across acquisition and mission stakeholders, and proven experience working with Federal Systems Integrators (FSIs) to accelerate program-level adoption. What You'll Do Own and Grow the USAF Territory • Serve as the primary seller responsible for Mattermost's USAF business, including AFMC, MAJCOMs, program offices, and mission-aligned stakeholders. • Develop and execute multi-year account strategies aligned to Air Force modernization and mission priorities. • Expand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignment. Drive Strategic Renewals and Expansion • Maintain executive ownership of large-scale renewals and expansion motions across the territory. • Partner closely with an Account Manager who supports renewal execution, while retaining accountability for strategic renewal outcomes. • Identify cross-program expansion opportunities within existing deployments. Close Complex Enterprise SaaS Transactions • Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorship. • Navigate Federal procurement environments, including FAR/DFARS requirements and common contract vehicles (IDIQs, GWACs, OTAs). • Build strong internal deal governance and forecasting discipline through Salesforce. Execute a Federal Partner Ecosystem Motion • Develop and manage strategic co-sell relationships with major Federal Systems Integrators, including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and others. • Partner with Federal distributors and VARs (e.g., Carahsoft) to navigate contract vehicles, renewal workflows, and net-new agency entry. • Align with partner capture teams and distributor resources to position Mattermost within prime contracts, task orders, and program-level pursuits. • Maintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reach. Deliver Predictable Revenue and Forecast Accountability • Carry and achieve an annual quota across net-new and strategic expansion outcomes. • Maintain high forecast accuracy, deal hygiene, and pipeline rigor in Salesforce. • Provide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plans. • Develop account plans and Executive Business Reviews (EBRs) that align Mattermost capabilities to Air Force mission requirements and long-term strategic priorities. • Provide competitive intelligence and market feedback to product, marketing, and leadership teams to inform Mattermost's federal go-to-market strategy. What We're Looking For Required Qualifications • 8–12+ years of enterprise SaaS sales experience • 5+ years selling directly into U.S. Federal / DoD accounts • Demonstrated success selling into the USAF ecosystem specifically (AFMC, MAJCOMs, PEOs, program offices) • Proven ability to close complex, multi-million-dollar software transactions • Experience co-selling with Federal Systems Integrators and navigating partner-influenced deal structures • Deep understanding of DoD procurement, acquisition, and contracting processes • Exceptional communication and executive presentation skills; comfortable briefing flag officers, SES civilians, and C-level executives • Self-starter with the ability to thrive in a fast-moving, remote-first environment with high levels of autonomy • Must be a U.S. citizen and eligible to obtain a U.S. government security clearance Clearance Requirements • Must be eligible to obtain and maintain a U.S. security clearance • Active Secret clearance preferred; TS/SCI is a plus Preferred Qualifications • Prior U.S. military service in the Air Force or extensive experience in defense contracting supporting USAF programs • Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software • Familiarity with Platform One, mission software delivery organizations, and USAF modernization initiatives • Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6) • Established relationships within key USAF stakeholders and FSI partner ecosystems What Success Looks Like in Year 1 • Successfully retain and expand the major USAF renewal footprint • Build executive-level relationships across Air Force acquisition and mission hierarchies • Establish repeatable co-sell execution with strategic FSIs • Close net-new program opportunities across USAF commands • Deliver predictable, finance-ready forecasting and pipeline visibility Why Mattermost Mattermost is uniquely positioned at the intersection of secure collaboration, mission software, and defense modernization. This role offers the opportunity to shape and scale Mattermost's presence within one of the largest and most strategic branches of the U.S. Department of Defense. If you thrive in complex environments, understand how mission outcomes drive technology adoption, and want to sell software that matters—we'd love to hear from you. 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. Posting Range $195,000—$250,000 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.