Technical Sales Engineer/ Lead

Location: Tokyo, Japan 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 Mattermost is seeking a highly skilled and motivated Technical Sales Engineer to join us as we enter the Japanese market. This is a high impact, early-stage opportunity requiring a player coach mentality with significant room for ownership, autonomy, and professional growth. As the first technical hire in Japan and the Indo Pacific region, you will lead technical demonstrations and serve as a strategic partner to our sales team, directly shaping regional growth and ensuring customer success in high trust environments. Mattermost is an open core technology company building secure collaboration solutions for organizations in high trust environments. We enable secure messaging and workflow automation across the world's most sensitive deployments, from air gapped defense systems to private clouds. In this role, you are the technical face of Mattermost in Japan, driving our expansion into one of our most critical growth regions. What You'll Do Lead all regional technical activities, including presales architecture, product demos, and deep dive technical evaluations Architect and deploy solutions within complex on premise, air gapped, and private cloud environments, ensuring operational resilience for defense and national security customers Collaborate with system integrators, VARs, and distributors to build a sustainable technical network and contribute to the regional partner go to market plan Translate complex technical details into value propositions for audiences ranging from executive C suite (General Officers) to frontline operational personnel Act as a bridge between Japanese customers and our global product and engineering teams, representing local requirements to help build world class, mission ready software Support technical engagements for key accounts to ensure customers are achieving their specific mission outcomes and workflow automation goals What We're Looking For Senior level technical experience, specifically within the cybersecurity sector or high growth SaaS/technology companies Proven experience serving defense, national security, or critical infrastructure customers Strong knowledge of closed cloud environments, on premise deployments, and the technical and operational concepts utilized within secure sectors Independent, creative problem solver capable of negotiating technical win win scenarios; experience in global startups is preferred Native Japanese language skills and strong English proficiency (reading/writing) Ability to travel based on business needs to support partner events, tradeshows, and customer sites (up to 50%) Nice to Have Active security clearance, highly desired due to the nature of our mission critical customer base Awareness of GenAI and its applications in secure collaboration Bachelor's degree in a technical field or equivalent work experience How Success Is Measured Quota attainment: consistent achievement of enterprise ACV and ARR targets. Pipeline generation: self-sourced pipeline as a percentage of total pipeline created. Deal quality: average deal size, sales cycle length, and win rate across enterprise accounts. Executive engagement: multi-threaded relationships and documented executive alignment in target accounts. Cross-functional feedback: positive collaboration scores from Sales Engineering, Customer Success, and Product partners. Why Mattermost Mission-driven work: Your deals directly support the organizations and missions that depend on secure, reliable collaboration — from the tactical edge to the enterprise. AI-forward environment: We actively adopt and build AI-enabled workflows — you’ll have access to cutting-edge tooling to accelerate your productivity. Open source at the core: Be part of a vibrant community shaping the future of secure collaboration. High-growth opportunity: Strong momentum in the defense and enterprise markets, with meaningful equity upside as we scale toward our revenue goals. Compensation Mattermost takes a market-based approach to pay. Actual compensation may vary based on location, skills, experience, qualifications, and market conditions. 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.