Senior Account Executive - Federal (US ARMY)

We need to output HTML fragment with sections for headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. Must not repeat job title. No Job ID. Remove boilerplate etc. Must preserve all substantive info. We need to parse the posting. Key sections: - About the role: description of role, territory, etc. Could be a paragraph. - Responsibilities: bullet list of duties (Own and Grow US Army Territory, Drive Strategic Renewals..., Close Complex Enterprise SaaS Transactions, Execute a Federal Partner Ecosystem Motion, Deliver Predictable Revenue and Forecast Accountability). Each with sub-bullets maybe. - Requirements: maybe "What We're Looking For" includes Required Qualifications and Clearance Requirements. Could be combined as Requirements. - Qualifications: maybe Preferred Qualifications. - Skills: maybe not explicit; could embed within qualifications. - Benefits: not mentioned; none. - Pay: "Target Salary Range: $125,000 to $150,000 USD, plus commission 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." This is pay info, so include Pay section. - Schedule: not mentioned; none. We must not include sections with placeholder like "commensurate with experience". Pay section is specific enough. We need to output only HTML fragment, no /. Use

for headings. Use

• for lists. Use

  for prose. We must preserve all substantive info; not invent or summarize away detail. So we need to include details like territory includes US Army, etc. Let's craft. First, About the role: a paragraph summarizing role: Mattermost seeking Senior Account Executive – Federal (US Army Focus) to own and expand strategic territory centered on US Army, quota-carrying IC role focused on strategic selling, renewal expansion, net-new growth across Army ecosystem, includes multi-million-dollar renewal footprint, opportunity across Army commands, program offices, mission-aligned orgs. Ideal candidate brings deep Army domain expertise, relationships across acquisition and mission stakeholders, experience with FSIs. We'll put that in

  . Responsibilities: list each major duty with sub-bullets. We can have top-level

  with
  • for each duty, and inside each
  • we can have nested
    for subpoints. We need to preserve details. Let's extract: Own and Grow the US ARMY Territory - Serve as primary seller responsible for Mattermost's US Army business, including Army commands, program executive offices (PEOs), program offices, and mission-aligned stakeholders - Develop and execute multi-year account strategies aligned to Army modernization and mission priorities - Expand Mattermost's footprint across additional commands 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-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 (FSIs), including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and others - Partner effectively 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 - Provide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plans Now Requirements: "What We're Looking For" includes Required Qualifications and Clearance Requirements. Required Qualifications bullet list: - Proven track record of enterprise SaaS sales experience with demonstrated success closing complex, multi-million-dollar transactions - Substantial experience selling directly into U.S. Federal and DoD accounts with a deep understanding of the defense acquisition landscape - Demonstrated success selling into the US Army ecosystem specifically (Army commands, PEOs, program offices, and acquisition stakeholders) - 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 Clearance Requirements: - Must be eligible to obtain and maintain a U.S. security clearance - Active Secret clearance preferred - TS/SCI clearance is a plus We could combine these under Requirements section. Qualifications: Preferred Qualifications bullet list: - Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software - Familiarity with Army modernization initiatives, including Army Futures Command (AFC), Program Executive Office Enterprise Information Systems (PEO EIS), and Army enterprise software delivery organizations - Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6) - Established relationships within key Army acquisition stakeholders, commands, and FSI partner ecosystems - Familiarity with Army-specific contract vehicles and procurement pathways Also "What Success Looks Like in Year 1" could be considered as part of Responsibilities or maybe a separate section like "Success Metrics". But we only have allowed headings; we could put under Responsibilities or maybe a separate section like "Expectations". Not in list. Better to incorporate into Responsibilities or maybe a separate section "Performance Expectations". But we must only use allowed headings. Could put under Responsibilities as additional bullet. But we have to avoid creating sections with filler. We could add a section "What Success Looks Like in Year 1" as a heading? Not allowed; only those specific headings. So we need to fit that content somewhere else, maybe under Responsibilities as additional bullet points. Let's add under Responsibilities a bullet: "Achieve Year‑1 success objectives: retain and expand major US Army renewal footprint, build executive‑level relationships across Army acquisition and mission hierarchies, establish repeatable co‑sell execution with strategic FSIs, close net‑new program opportunities across Army commands and program offices, deliver predictable, finance‑ready forecasting and pipeline visibility." We can incorporate that as a bullet. Now Pay section: include paragraph with salary range and note about market-based pay. We must not include boilerplate like EEO, eligibility, etc. Remove those. Now produce HTML. Structure:

    About the role

    ...

    Responsibilities

    • Own and Grow the US ARMY Territory
      • Serve as the primary seller responsible for Mattermost's US Army business, including Army commands, program executive offices (PEOs), program offices, and mission‑aligned stakeholders
      • Develop and execute multi‑year account strategies aligned to Army modernization and mission priorities
      • Expand Mattermost's footprint across additional commands 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‑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 (FSIs), including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and others
      • Partner effectively 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
      • Provide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plans
    • Achieve Year‑1 success objectives
      • Successfully retain and expand major US Army renewal footprint
      • Build executive‑level relationships across Army acquisition and mission hierarchies
      • Establish repeatable co‑sell execution with strategic FSIs
      • Close net‑new program opportunities across Army commands and program offices
      • Deliver predictable, finance‑ready forecasting and pipeline visibility

    Requirements

    • Proven track record of enterprise SaaS sales experience with demonstrated success closing complex, multi‑million‑dollar transactions
    • Substantial experience selling directly into U.S. Federal and DoD accounts with a deep understanding of the defense acquisition landscape
    • Demonstrated success selling into the US Army ecosystem specifically (Army commands, PEOs, program offices, and acquisition stakeholders)
    • 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
    • Must be eligible to obtain and maintain a U.S. security clearance (Active Secret clearance preferred; TS/SCI clearance a plus)

    Qualifications

    • Experience selling secure collaboration, DevSecOps, cybersecurity, or mission‑critical infrastructure software
    • Familiarity with Army modernization initiatives, including Army Futures Command (AFC), Program Executive Office Enterprise Information Systems (PEO EIS), and Army enterprise software delivery organizations
    • Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6)
    • Established relationships within key Army acquisition stakeholders, commands, and FSI partner ecosystems
    • Familiarity with Army‑specific contract vehicles and procurement pathways

    Pay

    Target salary range: $125,000 to $150,000 USD, plus commission. Mattermost takes a market‑based approach to pay; the successful candidate's starting pay will be determined based on job‑related skills, experience, qualifications, work location, and