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.
Skills Required
- Senior level technical experience in cybersecurity 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 air-gapped operational concepts
- Experience leading presales architecture, product demonstrations, and technical evaluations
- Ability to architect and deploy solutions within complex on-premise, air-gapped, and private cloud environments
- Native Japanese language skills and strong English proficiency (reading/writing)
- Ability and willingness to travel to support partner events, tradeshows, and customer sites (up to 50%)
- Experience collaborating with system integrators, VARs, and distributors
- Experience in global startups (preferred)
- Active security clearance (highly desired)
- Awareness of GenAI and its applications in secure collaboration
- Bachelor's degree in a technical field or equivalent work experience
What We Do
Mattermost’s mission is to make the world safer and more productive by developing and delivering secure, open source collaboration software that is trusted, flexible and offers fast time-to-value. Mattermost’s first product is a collaboration platform built to accelerate DevOps workflows in high-trust environments by offering secure messaging across web, desktop and native mobile devices. www.mattermost.com
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