Account Manager

As an Account Manager at Mattermost, you will be responsible for driving Net Dollar Retention (NDR) by managing a portfolio of strategic customer accounts. This role is focused on renewals and expansion within existing accounts, with a strong emphasis on value-based selling, strategic account planning, and customer success alignment. In conjunction with your AE counterpart, you will serve as the primary commercial point of contact for your accounts, working cross-functionally with Technical Enablement and Success, Sales Engineering, and Product to ensure customer satisfaction and growth.

Responsibilities include 

• Drive commercial relationship for a defined book of business, focusing on renewals and expansion opportunities – in tight coordination with AEs.
• Develop and execute strategic account plans that align with customer goals and Mattermost’s growth objectives.
• Drive value-based conversations with economic buyers and technical stakeholders to uncover new use cases and expansion paths.
• Collaborate with Technical Enablement teams to ensure successful onboarding, adoption, and support for your accounts – this includes TAM, Support or other post sales technical resource.
• Maintain accurate forecasting and pipeline management using Salesforce and Clari for retention and expansion
• Proactively identify risk in account related to renewal and bring company resources forward to resolve renewal risk to minimize churn and contraction.
• Identify opportunities for additional expansion (both cross-sell & up-sell) and collaborate with AEs to qualify and forecast
• Coordinate and participate in executive business reviews in conjunction with AEs, Region Leaders and Executive Team.

Required Background/Skill

• 5+ years of experience in account management, customer success, or enterprise sales, preferably in SaaS or open-source environments.
• Proven track of contributing to the growth and achievement of company NDR targets.
• Strong understanding of strategic selling methodologies (e.g., MEDDPPICC Challenger Sale).
• Excellent communication and relationship-building skills with technical and business stakeholders.
• Experience working with public sector or regulated industries is a plus but not necessary.
• For candidates residing in the U.S.: This role may require the ability to obtain and maintain a U.S. government security clearance in the future. As such, U.S. applicants must be U.S. citizens and eligible under applicable clearance requirements. 
• Applicants must meet eligibility requirements for access to export-controlled information as defined by U.S. export control laws, including EAR and ITAR.

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.