• Drive revenue growth through proactive sales of the Lab Essentials portfolio within the assigned territory (Lab Weighing, Lab Water, Liquid Handling, Microbiology & Filtration) • Manage all sales results for mid‑size and large accounts in line with organizational strategy • Identify and develop new business opportunities aligned with market and growth objectives • Build, manage, and sustain strong customer relationships to enable long‑term partnerships • Actively use Salesforce (SFDC) to manage leads, opportunities, customer interactions, and sales activities with accurate and up‑to‑date data • Analyze SFDC data to identify trends, generate customer insights, and track sales performance • Develop and execute account plans, coordinating internal resources and cross‑functional teams to strengthen market presence and account success • Promote newly launched products and services and follow up on the effective implementation of sales activities • Assess customer needs, respond to inquiries, and recommend appropriate products and solutions • Coordinate and participate in marketing activities within the assigned territory • Regularly evaluate customer potential and translate it into sustainable business results • Up to 35% overnight travel

• conduct lead generation calls with key customer influencers • present the Arista value proposition to generate new meetings for Field Account Managers • generate new opportunities for Arista's Software-Driven Data Center and Campus switching platforms • drive new attendees to marketing events • assist with the planning and coordination of quarterly field marketing events • provide Sales operations support for Field Account Managers • attend sales training and shadow Senior Account Managers for career progression

• Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic. • Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future. • Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account. • Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access. • Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio. • Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets. • Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.

Role Description 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. Qualifications - 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-functional feedback from Customer Success, Sales Engineering, and Product partners. Compensation Target Salary Range: $130,000 to $150,000 USD, plus commission. Mattermost takes a market-based approach to pay. Compensation is determined based on skills, experience, qualifications, and work location. Ranges may be updated as market conditions evolve.