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At Mattermost, we build the #1 collaborative workflow solution for defense, intelligence, security, and critical infrastructure organizations. Trusted by governments, financial institutions, and technology companies, our platform enables secure, efficient operations for the world’s most critical teams.
We’re dedicated to empowering organizations to operate with confidence, reducing risks, and accelerating productivity. Guided by our core values of Customer Obsession, Earn Trust, Self Awareness, Ownership and High Impact, we collaborate closely with our customers to deliver solutions that meet complex needs and drive success.
To learn more, visitwww.mattermost.com
Mattermost is seeking a Director of Field & Channel Marketing, North America, to lead regional marketing strategy, partner engagement, and demand generation across two priority regions, spanning both Public Sector (Federal, Defense, SLED) and Enterprise markets. As the senior marketing partner to the VP Public Sector, and the Director of Sales, Americas, you will be responsible for building awareness, driving pipeline, and strengthening relationships with customers and partners across defense, intelligence, security, and enterprise.
The ideal candidate combines the mindset of a strategic marketing leader, the precision of a pipeline operator, and the storytelling ability of a brand ambassador. You will translate our strategy into high-impact regional campaigns and plays that engage customers, partners, and influencers across defense, intelligence, security, and enterprise sectors. You will develop programs that scale, create measurable impact on pipeline and ARR, and establish Mattermost as the trusted choice for sovereign, mission-critical collaboration.
Key Responsibilities:
Strategic Leadership
- Define and own the US Public Sector and Enterprise marketing strategy, ensuring alignment with sales priorities and revenue goals.
- Manage regional marketing plans and budgets, making data-driven decisions to optimize investment.
- Partner with the VP Public Sector, and the Director of Sales, Americas on development, execution and alignment of regional go-to-market plans
Partner and Ecosystem Marketing
- Build and scale partner marketing programs with defense contractors, system integrators, and strategic alliances.
- Develop joint campaigns and sales/partner enablement content that drive awareness, adoption, and pipeline contribution.
- Strengthen relationships with partners to expand reach and credibility in key markets.
Demand Generation & ABM Campaigns
- Oversee ABM and demand generation programs in collaboration with Sales and Growth Marketing, ensuring campaigns deliver measurable pipeline impact in named accounts and frameworks using a variety of tactics, including events, email, webinars, paid social, digital marketing, and content syndication.
- Drive pipeline growth and conversion in named accounts and frameworks.
- Partner with Growth and ABM teams to measure performance and optimize campaigns.
Events & Field Engagements:
- Set the strategy for regional events, focusing on engagements that build trust with customers, partners, and target accounts, partnering with the Event Manager to deliver high-impact conferences, forums, and partner-led activities.
Content & Messaging
- Define regional messaging and proof points (case studies, references) aligned to sovereignty, resilience, and interoperability.
- Collaborate with Content Marketing to develop compelling content that supports all campaign touchpoints, including email, landing pages, paid social ads, event messaging, and other marketing initiatives as well as adapting global assets for regional needs.
- Drive a thought leadership cadence that supports awareness, consideration, and decision stages.
Market Insights and Optimization
- Analyze market trends, procurement requirements, and competitive positioning to inform GTM strategy.
- Consistently measure and enhance the performance of regional marketing programs to ensure alignment with business objectives.
- Report regularly on regional performance, pipeline contribution, and campaign effectiveness providing insights to inform executive decision-making.
Required Background/Skill:
- 7+ years of B2B and/or B2G marketing experience with regional ownership, ideally across EMEA and/or APAC.
- Proven track record in demand generation, account-based marketing (ABM), and partner marketing.
- Experience building and executing marketing strategies in regulated industries such as defense, intelligence, security, or critical infrastructure.
- Strong ability to align marketing strategy with sales objectives and deliver measurable outcomes in pipeline and ARR.
- Skilled at working with ecosystem partners (defense contractors, system integrators, alliances) to expand market reach and credibility.
- Excellent communication and stakeholder management skills, credible with senior customers, partners, and internal executives.
- Strong project management and leadership skills, with the ability to manage multiple priorities across regions in a fast-paced environment.
- Data-driven approach with experience using analytics tools to optimize performance. · Highly adaptable to changing priorities and market dynamics.
- Willingness to travel (c.20-30%) and operate across time zones.
- This role may require the candidate to obtain and maintain a U.S. security clearance in the future. As such, applicants must beU.S. citizensandeligible to obtain a U.S. government security clearance.
- Experience engaging with the Defense Industrial Base (DIB) or equivalent partner ecosystems. ·
- Familiarity with regional capture strategies and government procurement processes. ·
- Background in leading marketing programs across multi-region portfolios (US Public Sector and Enterprise).
- Strategic Thinker: Ability to see the big picture while managing the tactical execution.
- Collaborative: Works well cross-functionally with sales, product marketing, and content teams.
- Data-Driven: Utilizes insights to inform and optimize campaign strategies.
- Customer-Centric: Focuses on delivering value to target accounts through personalized content and messaging.
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.
Salary Range
$169,000
—$200,000 USD
Mattermost is an EEO Employer, we are a remote-first, open-source company.
We are continually working to expand our hiring in more countries and regions, ensuring compliance with local laws and regulations, which takes time.
Mattermost values your unique perspective—we welcome all applicants. We encourage individuals from all backgrounds to apply and are committed to assessing candidates based on their skills and qualifications. We do not tolerate discrimination against staff or applicants based on race, religion, national origin, age, disability, pregnancy status, veteran status, or other personal characteristics.
If you require accommodations during the interview process, please let us know—we’re happy to assist.
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