Senior Account Manager - Americas Commercial

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 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-function