Commercial Account Manager – US Federal

The Commercial Account Manager (CAM) – US Federal is a collaborative, territory-aligned sales role that operates alongside Federal Account Executives (AEs). CAMs independently manage defined commercial sales motions while exercising sound judgment on when to partner with AEs on larger or more complex opportunities.

Responsibilities Include

Inbound Net New Sales

• Own and execute inbound-led net-new opportunities within Federal territories, qualifying and closing small to mid-sized deals for customers that are not part of 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
• 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, as well as all net-new sales records for assigned accounts
• Share insights and learnings to improve territory execution

Required Background / Skills

Required

• 2–5+ 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