Senior Account Executive - Federal (Intelligence Community Focus)

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 (Intelligence Community Focus) to own and expand one of our most strategic territories, centered on the U.S. Intelligence Community. This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the IC ecosystem. The territory includes a significant multi-million-dollar renewal footprint and substantial opportunity for expansion across IC agencies, program offices, and mission-aligned organizations operating in some of the most sensitive and demanding environments in the world. The ideal candidate brings deep IC domain expertise, established relationships across agency acquisition and mission stakeholders, and experience working with Federal Systems Integrators and cleared partners to accelerate program-level adoption. What You'll Do Own and Grow the Intelligence Community Territory • Serve as the primary seller responsible for Mattermost's IC business, including agencies across the IC, program offices, and mission-aligned stakeholders operating in classified and controlled environments • Develop and execute multi-year account strategies aligned to IC modernization, zero trust initiatives, and mission priorities • Expand Mattermost's footprint across additional agencies and programs through strategic penetration and executive alignment Drive Strategic Renewals and Expansion Outcomes • 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-agency and cross-program expansion opportunities within existing deployments Close Complex Enterprise SaaS Transactions • Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, accreditation workflows, and executive sponsorship • Navigate IC-specific procurement environments, including FAR/DFARS requirements, classified contracting workflows, 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 cleared Federal Systems Integrators (FSIs), including Booz Allen Hamilton, Leidos, SAIC, Northrop Grumman, Palantir, and others operating within the IC • Partner effectively with Federal distributors and cleared VARs 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 acr