# Account Manager - Federal

**Company:** [Mattermost](https://hotfix.jobs/companies/mattermost)
**Location:** Remote
**Role:** Account Management
**Salary:** $127k – $180k/yr
**Experience:** 3+ years
**Skills:** Salesforce, CRM, SaaS Sales, Account Management, Renewal Management, Upsell, Cross-Sell, Federal Sales, Procurement, Partner-Led Sales
**Posted:** 2026-03-31

> Manages expansions, renewals, and upsell opportunities in Federal accounts, acting as trusted advisor to customers. Partners with Account Executives on complex deals, maintains CRM hygiene, and engages with Federal procurement and system integrators. Requires 3-5+ years sales experience.

## Job Description

## Responsibilities

**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)

## 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

## Compensation
Posting Range: $127,000—$180,000 USD

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