Mattermost is seeking a Senior Account Executive – Federal (Navy Focus) to own and expand one of our most strategic territories, centered on the United States Navy. This is a quota-carrying individual contributor role focused on strategic selling, renewal expansion, and net-new growth across the Navy ecosystem—spanning commands, program offices, and the supporting contractor ecosystem across NAVAIR, NAVSEA, SPAWAR/PEO C4I, NAVWAR, ONR, BUMED, and more.

The ideal candidate brings deep Navy domain expertise, established relationships across acquisition and mission stakeholders, and proven experience working with Federal Systems Integrators (FSIs) to accelerate program-level adoption. This is a high-impact, high-visibility role reporting directly to the VP of Federal Sales.

What You'll Do

Own and Grow the Navy Territory

• Serve as the primary seller responsible for Mattermost's Navy business across commands, N-codes (N2/N6), PEO organizations, program offices, and mission-aligned stakeholders.
• Develop and execute multi-year account strategies aligned to Navy modernization and mission priorities.
• Expand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignment.
• Identify, qualify, and advance pipeline across Navy commands, program offices, and associated systems integrators and prime contractors.
• Track Navy IT modernization initiatives, budget cycles, and acquisition strategies to anticipate and shape opportunities ahead of the competition.

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.
• Manage the full sales cycle from prospecting through negotiation and close, including large, complex, multi-year enterprise software agreements (deal sizes of $500K–$5M+).
• Navigate Federal procurement environments including FAR/DFARS requirements and common contract vehicles (IDIQs, GWACs, OTAs, GSA MAS, SEWP, CIO-SP3).
• 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 Leidos, SAIC, Booz Allen Hamilton, General Dynamics IT, 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 Navy 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.
• Represent Mattermost at Navy and defense industry events and conferences (WEST, Sea-Air-Space, AFCEA, etc.).

What We're Looking For

Required Qualifications

• 7+ years of enterprise SaaS sales experience, with a minimum of 4 years selling directly into U.S. Navy or broader DoD accounts
• Demonstrated track record of meeting or exceeding quota, with deal sizes of $500K–$5M+
• Established network of relationships within the Navy: program offices, N-codes (N2/N6), PEO organizations, commands, and/or supporting prime contractors
• Experience co-selling with Federal Systems Integrators and navigating partner-influenced deal structures
• Deep familiarity with Navy and DoD acquisition processes, including FAR/DFARS, contract vehicles (GSA MAS, SEWP, CIO-SP3, DIBNet, etc.), and funding mechanisms (O&M, RDT&E, SBIR/STTR)
• Experience selling into CMMC, FedRAMP, IL4/IL5/IL6, or similar DoD compliance environments
• 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
• Availability to travel approximately one week per month for customer/prospect visits and events
• 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, preferably Navy or Marine Corps, or extensive experience in defense contracting supporting Navy programs
• Experience selling secure collaboration, DevSecOps tooling, cybersecurity, or mission-critical infrastructure software
• Familiarity with Navy IT modernization initiatives such as Project Overmatch, CANES, or NIWC-managed programs
• Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6)
• Established relationships within key Navy stakeholders and FSI partner ecosystems
• Familiarity with Mattermost, Slack, Microsoft Teams, or competing collaboration platforms in a federal deployment context
• Bachelor's degree in Business, Information Technology, or a related field (or equivalent professional experience)

What Success Looks Like in Year 1

• Successfully retain and expand the major Navy renewal footprint
• Build executive-level relationships across Navy acquisition and mission hierarchies
• Establish repeatable co-sell execution with strategic FSIs
• Close net-new program opportunities across Navy commands and program offices
• 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.

Mattermost is seeking an experienced and driven Federal Solution Architect to serve as the technical face of Mattermost within the U.S. Defense and Intelligence Community (IC). In this role, you will provide hands-on technical sales support to federal customers and partners, architect solutions that meet the unique requirements of classified and mission-critical environments, and drive the retention and growth of Mattermost's federal revenue base.

This is a high-impact, customer-facing role that sits at the intersection of technical expertise and strategic sales. You will partner closely with Federal Account Executives to advance opportunities, deepen customer relationships, and ensure Mattermost remains the platform of choice for secure collaboration across Defense and Intelligence organizations. The long-term roadmap for this position is progression to a senior-level (L6) Solution Architect.

Key Responsibilities

Technical Sales & Pre-Sales Engineering

• Serve as the primary technical resource for Mattermost's U.S. Defense and Intelligence customers, partners, and prospects.
• Lead technical discovery sessions, product demonstrations, architecture reviews, and proof-of-concept engagements tailored to federal environments.
• Translate complex customer requirements — including compliance mandates (FedRAMP, IL2, IL4/5, IL6, PL3, DISA SRG, Zero Trust) — into actionable Mattermost solution architectures.
• Partner with Federal Account Executives to develop and execute technical win strategies for new and expansion opportunities.

Customer Success & Retention

• Act as a trusted technical advisor to existing federal accounts, proactively identifying risks and opportunities to strengthen customer relationships and retention.
• Support deployment planning, integration design, and technical onboarding for Defense and IC customers operating in on-premise, air-gapped, and private cloud environments.
• Collaborate with Customer Success, Support, and Engineering teams to resolve technical escalations and ensure customer satisfaction.

Solution Architecture & Thought Leadership

• Design and document reference architectures for Mattermost deployments within DoD and IC infrastructure, including Platform One, Big Bang, and other DevSecOps frameworks and platforms.
• Provide technical guidance on integrations with tools commonly used in federal environments (e.g., GitLab, Jira, ServiceNow, SIEM platforms, and CI/CD pipelines).
• Represent Mattermost at federal industry events, conferences, and partner engagements.
• Contribute product feedback and market intelligence from the field to inform the Mattermost product roadmap.

Partner Enablement

• Enable defense contractors, system integrators, and channel partners with the technical knowledge and tools needed to position, deploy, and support Mattermost solutions.
• Support joint solution development and co-selling motions with key federal partners.

Required Qualifications

• 5+ years of experience in a Solution Architect, Sales Engineer, Pre-Sales Engineer, or comparable technical sales role — with a strong focus on U.S. Federal / Defense / Intelligence customers.
• Deep understanding of federal IT environments, including on-premise, air-gapped, and classified network deployments.
• Familiarity with federal compliance frameworks and security standards such as FedRAMP, DISA SRG (IL4/IL5/IL6), NIST 800-53, CMMC, and Zero Trust Architecture.
• Hands-on experience with Linux-based infrastructure, Kubernetes/OpenShift (e.g., Platform One / Big Bang), and container-based deployments.
• Working knowledge of networking, identity management (SAML/SSO/LDAP), database administration (PostgreSQL), and DevSecOps toolchains.
• Ability to write simple integrations and automations using languages such as Python, Go, or JavaScript, and familiarity with REST APIs and webhooks.
• Excellent communication and presentation skills — able to convey complex technical concepts to both technical and executive audiences.
• Self-starter with the ability to operate independently in a fast-paced, remote-first environment.
• Willingness to travel to customer sites, partner events, and industry conferences as needed (up to 25-40%).
• U.S. citizenship required. Must be eligible to obtain and maintain a U.S. government security clearance.

Preferred Qualifications

• Active U.S. security clearance (Secret or above); existing TS/SCI highly desired.
• Prior experience supporting DoD programs such as Platform One, or deployments within the Intelligence Community.
• Experience with Mattermost or similar on-prem collaboration platforms (Wickr, Jabber, Skype for Business, Rocket.Chat, Element/Matrix).
• Background in secure messaging, C2 (Command and Control) systems, or operational technology (OT) environments.
• Certifications such as AWS Solutions Architect, CKA/CKAD, CISSP, Security+, or equivalent.
• Experience working at or selling into defense contractors, system integrators, or federal agencies.

Why Mattermost?

• Mission-driven work: Your contributions directly support national security and the teams who protect it.
• Growth opportunity: Clear path from this role to a senior-level (L6) Solution Architect position.
• Remote-first culture: Work from anywhere in the U.S. with a globally distributed, high-trust team.
• Open source at the core: Be part of a vibrant developer community shaping the future of secure collaboration.
• High impact: Join at a critical inflection point for Mattermost's federal business, with direct influence on a $15M+ revenue segment.

Compensation

Mattermost takes a market-based approach to pay, and compensation may vary depending on your work location in the U.S. 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 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.

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.
  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
  
  

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 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 seeking a strategic, high-impact Strategic Partner Manager to drive our expansion within the most secure environments on earth.
Based in the UK, you will lead our engagement with Hyperscalers, System Integrators and specialised technology partners to deliver secure collaboration solutions to the Defence, Intelligence, Security and Critical National Infrastructure sectors. Your primary mission is to build a robust partner ecosystem that drives Net New Annual Recurring Revenue (ARR) by enabling mission-critical organisations to communicate securely.

Key Responsibilities

Driving Net New ARR & Revenue Growth

• Pipeline Generation: Own the "Partner-Sourced" revenue target, identifying and qualifying new business opportunities through Hyperscalers, ecosystem partners and System Integrator led projects.
• Commercial Strategy: Develop and execute joint business plans / GTMs with target partners that focus on high-yield Defence, Intelligence, Security and Critical National Infrastructure accounts,
  ensuring a clear path to $1M+ ARR deal cycles.
• Marketing Alignment: Maintain close alignment with Director, EMEA & APAC Marketing to ensure partner strategies, messaging, and market engagement activities are consistent with regional
  priorities and sector positioning.
• Marketplace Optimisation: Drive Mattermost presence in the Hyperscaler Marketplaces, leveraging co-sell programs and private offers to shorten procurement cycles.

Sales Integration & Reporting

• Direct Reporting: Report directly to the VP Sales, EMEA & APAC, focused on Partner-led growth and ecosystem health.
• Co-Selling Excellence: Act as the "glue" between Mattermost sales and the Partner sales teams. Facilitate joint account planning and ensure a seamless hand-off.
• Regional Strategy: Collaborate with Mattermost Sales team to identify & white space where partners provide the necessary local presence or security clearances to win.
• Performance Tracking: Maintain a rigorous cadence of reporting on Net New ARR, Partner- influenced pipeline and conversion rates.

Strategic Partner & Ecosystem Leadership

• Hyperscaler Management: Manage and grow our relationships with target Hyperscalers, ensuring Mattermost is the preferred secure collaboration solution.
• GSI & SI Orchestration: Identify, recruit, and enable Global System Integrators and regional specialists who serve our ICP customer base.
• Ecosystem: Help identify, recruit, and enable Ecosystem Partners who serve our ICP customer base.
• Industry Engagement & Events: Secure Mattermost participation at partner-led events, and drive partner involvement in Mattermost-led initiatives including user forums, executive briefings, and webinars.

Required Qualifications

• Tenure: Minimum of 10+ years of international experience in Partner Management, Alliances, or Channel Sales within the enterprise software industry.
• Domain Expertise: Deep familiarity with the Defence, Intelligence, or Cybersecurity landscape, including procurement cycles (e.g., MOD, NATO, CNI etc).
• Technical Literacy: Strong understanding of cloud infrastructure (SaaS vs. On-Prem) and regulated industry security requirements.
• Global Mindset: Proven track record of managing global relationships from a UK base across multiple time zones.

Preferred Skills & Attributes

• Proven Ability to Execute: A documented track record of exceeding partner generated revenue targets and delivering high-impact partner programs in a fast-paced environment.
• Structured Selling: Expert proficiency in structured selling methodologies (e.g. MEDDPICC). You use these methodologies to qualify Partner opportunities and ensure rigorous deal discipline across
  the ecosystem.
• AI-Augmented Productivity: Ability to leverage Generative AI and LLMs to accelerate job functions.
• Strategic Architect: Proven ability to build a comprehensive Partner strategy from the ground up, moving from high-level vision to tactical execution.
• Autonomous Alignment: Ability to work with a high degree of own initiative while remaining in lock-step alignment with Sales Leadership, AE and Account Management teams.
• Co-Selling Orchestrator: Skilled at navigating internal and external organisations to ensure partners are seen as an extension of our direct sales force.
• Mobile & Engaged: Willingness and ability to travel internationally to visit partners and support high-value deal cycles.

Why Mattermost?

• Mission-Critical Impact: We provide communication for the world’s most sophisticated Defence, Security and Critical National Infrastructure teams.
• Rapidly Scaling Organisation: Join a fast-growing company defining the secure collaboration category.
• High-Performance Sales Culture: Work alongside a world-class sales team characterised by high execution standards and a data-driven approach to growth.
• Open-source Heritage: Benefit from a highly extensible platform offering a level of transparency and trust that proprietary competitors cannot match.

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 seeking a Technical Account Manager (TAM) to serve as a trusted technical advisor to our U.S. Federal and enterprise customers. In this role, you will ensure the successful deployment, integration, and secure operation of the Mattermost platform in mission-critical and high-security environments.

You will combine expertise in infrastructure, cybersecurity, and DevSecOps with strong customer engagement and project leadership skills. As a strategic partner, you will bridge engineering, product, and customer teams, driving secure, compliant, and scalable implementations that enable organizations to collaborate with confidence.

Key Responsibilities

Customer Success & Secure Solution Delivery

• Lead technical onboarding, configuration, and production deployments for strategic enterprise and U.S. Federal customers

• Design, validate, and implement secure, scalable architectures for Mattermost across cloud, on-premise, hybrid, and air-gapped environments

• Support alignment with security and compliance frameworks such as FedRAMP, NIST 800-53, DoD STIG, and SOC 2

• Guide customers in integrating Mattermost with authentication and identity management systems (SSO, SAML, OAuth), DevOps pipelines, and monitoring tools

• Provide proactive technical guidance to minimize operational risk and ensure long-term platform success

Technical Leadership & Advocacy

• Serve as the primary technical point of contact for assigned accounts

• Collaborate with Product, Engineering, and Support to resolve complex technical issues and advocate for customer needs

• Develop reusable deployment assets including scripts, playbooks, and technical documentation to accelerate implementations

• Participate in internal reviews to improve onboarding methodologies and deployment best practices

Communication & Stakeholder Management

• Present complex technical concepts to both executive and technical stakeholders, tailoring communication to audience and context

• Build trusted relationships that drive adoption, expansion, and long-term customer success

• Maintain detailed records of architectural decisions, deployment strategies, and customer feedback

Required Qualifications

• 5+ years of experience in Technical Account Management, Sales Engineering, Customer Success Engineering, or a similar customer-facing technical role

• Strong technical knowledge of Linux system administration, networking, containers (Docker/Kubernetes), and cloud infrastructure

• Hands-on scripting or development experience with Python, Go, Node.js, or similar languages

• Strong understanding of cybersecurity principles and secure system architecture

• Familiarity with DevSecOps tools and workflows (GitHub, Jenkins, Jira, Terraform, etc.)

• Experience managing large enterprise or government customers and aligning technical delivery with business and security requirements

• Excellent communication skills with the ability to collaborate across technical and non-technical stakeholders

• Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR.

• This role may require the candidate to obtain and maintain a U.S. government security clearance in the future.

• Applicants must therefore be U.S. citizens and eligible to obtain a security clearance
  
  

Preferred Qualifications

• Experience working with U.S. Federal agencies, defense organizations, or regulated industries

• Familiarity with IT Service Management (ITSM) frameworks

• Knowledge of compliance standards such as FedRAMP, NIST, SOC 2, or ISO 27001

• Experience with secure collaboration platforms or open-source technologies

• Exposure to mobile device management (Intune, Workspace ONE, MobileIron) environments

• Experience working in a startup or high-growth SaaS environment
  
  

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.

About the Role

We are seeking a highly skilled and motivated Technical-Sales Engineer to join Mattermost as we enter the Japanese market. This is a high-impact, early-stage opportunity requiring a "player-coach" mentality with significant room for ownership, autonomy, and professional growth.

As the first technical hire in Japan and the Indo-Pacific region, you will not only lead technical demonstrations but also serve as a strategic partner to our sales team, directly shaping regional growth and ensuring customer success in high-trust environments.

Key Responsibilities

• Strategic Technical Leadership: Lead all regional technical activities, including pre-sales architecture, product demos, and deep-dive technical evaluations.
• Mission-Critical Deployment: Architect and deploy solutions within complex on-premise, air-gapped, and private cloud environments, ensuring operational resilience for defense and national security customers.
• Partner & Channel Enablement: Collaborate with system integrators (SIs), VARs, and distributors to build a sustainable technical network and contribute to the regional partner go-to-market plan.
• Stakeholder Management: Translate complex technical details into value propositions for audiences ranging from executive C-suite (General Officers) to frontline operational personnel.
• Product Advocacy: Act as a bridge between Japanese customers and our global product/engineering teams, representing local requirements to help build world-class, mission-ready software.
• Post-Sales Excellence: Support technical engagements for key accounts to ensure customers are achieving their specific mission outcomes and workflow automation goals.

Required Skills & Experience

• Industry Expertise: 10+ years of technical experience, specifically within the cybersecurity sector or high-growth SaaS/technology companies.
• Domain Knowledge: Proven experience serving defense, national security, or critical infrastructure customers.
• Infrastructure Mastery: Strong knowledge of closed cloud environments, on-premise deployments, and the technical/operational concepts utilized within secure sectors.
• Entrepreneurial Mindset: Experience in global startups is preferred; you must be an independent, creative problem-solver capable of negotiating technical "win-win" scenarios.
• Communication: Native Japanese language skills and strong English proficiency (reading/writing).
• Travel: Ability to travel based on business needs to support partner events, tradeshows, and customer sites (up to 50%).

Preferred Qualifications

• Active Security Clearance: Highly desired due to the nature of our mission-critical customer base.
• Forward-Thinking: Awareness of GenAI and its applications in secure collaboration.
• Education: Bachelor’s degree in a technical field or equivalent work experience.
  
  

Why Mattermost?

Mattermost is an open-core technology company building secure collaboration solutions for organizations in high-trust environments. We enable secure messaging and workflow automation across the world’s most sensitive deployments—from air-gapped defense systems to private clouds. In this role, you are the technical face of Mattermost in Japan, driving our expansion into one of our most critical growth regions

About the Role

Mattermost is seeking a Senior Account Manager to own and grow a portfolio of commercial accounts across the Americas. This role is ideal for a proactive, strategic account leader who thrives on uncovering expansion opportunities, driving value-based conversations, and engaging confidently with stakeholders at every level of an organization.

While maintaining strong customer relationships and renewal success is critical, this role places a strong emphasis on proactive account growth, strategic planning, and the ability to clearly demonstrate the value of Mattermost through compelling discovery and product demos.

What You’ll Do

• Own and manage a portfolio of commercial customer accounts across the Americas region.
• Proactively identify, qualify, and drive expansion opportunities (upsell, cross-sell, increased adoption) within existing customers.
• Develop and execute strategic account plans, including stakeholder mapping, whitespace analysis, and engagement strategies.
• Lead customer discovery conversations to understand business goals, technical needs, and success criteria.
• Deliver product demonstrations and value-based presentations tailored to technical, business, and executive audiences.
• Engage with customer stakeholders at all levels, including senior and executive leadership, to position Mattermost as a strategic partner.
• Partner closely with Customer Success, Sales Engineering, Product, and Marketing to ensure strong renewal outcomes and expansion execution.
• Lead renewal and expansion negotiations, ensuring alignment with customer outcomes and commercial objectives.
• Maintain accurate forecasting, pipeline hygiene, and account documentation in Salesforce.

What We’re Looking For

• 5+ years of experience in Account Management, Customer Success, or a quota-carrying customer-facing role within SaaS or enterprise software.
• Proven track record of driving expansion within existing accounts, not just managing renewals.
• Strong consultative selling skills with the ability to run discovery and position solutions against customer needs.
• Demonstrated ability to deliver effective product demos and articulate technical value to diverse audiences.
• Confidence and credibility engaging with VP- and C-level stakeholders.
• Strong business acumen with the ability to analyze accounts, prioritize opportunities, and execute strategically.
• Excellent written, verbal, and presentation skills.
• Experience working cross-functionally in a fast-paced, remote-first environment.
• Proficiency with CRM tools (Salesforce preferred) and structured account planning.

Nice to Have

• Experience supporting commercial or mid-market customers.
• Familiarity with DevOps, incident response, collaboration platforms, cybersecurity, or open-source software.
• Experience navigating complex buying processes involving IT, security, procurement, and business stakeholders.

How Success Is Measured

• Consistent renewal performance across assigned accounts.
• Identification and closure of expansion opportunities within existing customers.
• Strong customer engagement reflected in multi-threaded relationships and executive alignment.
• High-quality account plans and accurate forecasting.
• Positive cross-functional feedback from Customer Success, Sales Engineering, and Product partners.