Technical Sales Engineer/ Lead

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 About the Role We are seeking a highly skilled and motivated Technical-Sales Engineer to join Mattermost 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 not only lead technical demonstrations but also serve as a strategic partner to our sales team, directly shaping regional growth and ensuring customer success in high-trust environments. Key Responsibilities Strategic Technical Leadership: Lead all regional technical activities, including pre-sales architecture, product demos, and deep-dive technical evaluations. Mission-Critical Deployment: Architect and deploy solutions within complex on-premise, air-gapped, and private cloud environments, ensuring operational resilience for defense and national security customers. Partner & Channel Enablement: Collaborate with system integrators (SIs), VARs, and distributors to build a sustainable technical network and contribute to the regional partner go-to-market plan. Stakeholder Management: Translate complex technical details into value propositions for audiences ranging from executive C-suite (General Officers) to frontline operational personnel. Product Advocacy: Act as a bridge between Japanese customers and our global product/engineering teams, representing local requirements to help build world-class, mission-ready software. Post-Sales Excellence: Support technical engagements for key accounts to ensure customers are achieving their specific mission outcomes and workflow automation goals. Required Skills & Experience Industry Expertise: 10+ years of technical experience, specifically within the cybersecurity sector or high-growth SaaS/technology companies. Domain Knowledge: Proven experience serving defense, national security, or critical infrastructure customers. Infrastructure Mastery: Strong knowledge of closed cloud environments, on-premise deployments, and the technical/operational concepts utilized within secure sectors. Entrepreneurial Mindset: Experience in global startups is preferred; you must be an independent, creative problem-solver capable of negotiating technical "win-win" scenarios. Communication: Native Japanese language skills and strong English proficiency (reading/writing). Travel: Ability to travel based on business needs to support partner events, tradeshows, and customer sites (up to 50%). Preferred Qualifications Active Security Clearance: Highly desired due to the nature of our mission-critical customer base. Forward-Thinking: Awareness of GenAI and its applications in secure collaboration. Education: Bachelor’s degree in a technical field or equivalent work experience. Why Mattermost? 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 critica