Current openings at Mattermost

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 critical growth regions    

Mattermost is seeking a Senior Account Executive – Federal (USAF Focus) to own and expand one of our most strategic territories, centered on the United States Air Force. This is a quota-carrying individual contributor role focused exclusively on strategic selling, renewal expansion, and net-new growth across the Air Force ecosystem. The territory includes a significant multi-million-dollar renewal footprint (including AFMC and Platform One–aligned environments) and substantial opportunity for expansion. The ideal candidate brings deep USAF domain expertise, established relationships across acquisition and mission stakeholders, and proven experience working with Federal Systems Integrators (FSIs) to accelerate program-level adoption. What You'll Do Own and Grow the USAF Territory Serve as the primary seller responsible for Mattermost's USAF business, including AFMC, MAJCOMs, program offices, and mission-aligned stakeholders. Develop and execute multi-year account strategies aligned to Air Force modernization and mission priorities. Expand Mattermost's footprint across additional commands and programs through strategic penetration and executive alignment. Drive Strategic Renewals and Expansion Maintain executive ownership of large-scale renewals and expansion motions across the territory. Partner closely with an Account Manager who supports renewal execution, while retaining accountability for strategic renewal outcomes. Identify cross-program expansion opportunities within existing deployments. Close Complex Enterprise SaaS Transactions Lead sophisticated, multi-threaded sales cycles involving technical validation, security review, contracting workflows, and executive sponsorship. Navigate Federal procurement environments, including FAR/DFARS requirements and common contract vehicles (IDIQs, GWACs, OTAs). Build strong internal deal governance and forecasting discipline through Salesforce. Execute a Federal Partner Ecosystem Motion Develop and manage strategic co-sell relationships with major Federal Systems Integrators, including Lockheed Martin, Raytheon, Northrop Grumman, Leidos, SAIC, LMI, and others. Partner with Federal distributors and VARs (e.g., Carahsoft) to navigate contract vehicles, renewal workflows, and net-new agency entry. Align with partner capture teams and distributor resources to position Mattermost within prime contracts, task orders, and program-level pursuits. Maintain clear ownership of deal strategy and close execution while leveraging partners to accelerate procurement and expand reach. Deliver Predictable Revenue and Forecast Accountability Carry and achieve an annual quota across net-new and strategic expansion outcomes. Maintain high forecast accuracy, deal hygiene, and pipeline rigor in Salesforce. Provide clear visibility to Sales leadership and Finance on deal timing, risks, and execution plans. Develop account plans and Executive Business Reviews (EBRs) that align Mattermost capabilities to Air Force mission requirements and long-term strategic priorities. Provide competitive intelligence and market feedback to product, marketing, and leadership teams to inform Mattermost's federal go-to-market strategy. What We're Looking For Required Qualifications 8–12+ years of enterprise SaaS sales experience 5+ years selling directly into U.S. Federal / DoD accounts Demonstrated success selling into the USAF ecosystem specifically (AFMC, MAJCOMs, PEOs, program offices) Proven ability to close complex, multi-million-dollar software transactions Experience co-selling with Federal Systems Integrators and navigating partner-influenced deal structures Deep understanding of DoD procurement, acquisition, and contracting processes Exceptional communication and executive presentation skills; comfortable briefing flag officers, SES civilians, and C-level executives Self-starter with the ability to thrive in a fast-moving, remote-first environment with high levels of autonomy Must be a U.S. citizen and eligible to obtain a U.S. government security clearance Clearance Requirements Must be eligible to obtain and maintain a U.S. security clearance Active Secret clearance preferred; TS/SCI is a plus Preferred Qualifications Prior U.S. military service in the Air Force or extensive experience in defense contracting supporting USAF programs Experience selling secure collaboration, DevSecOps, cybersecurity, or mission-critical infrastructure software Familiarity with Platform One, mission software delivery organizations, and USAF modernization initiatives Experience supporting deployments in controlled or classified environments (IL4/IL5/IL6) Established relationships within key USAF stakeholders and FSI partner ecosystems What Success Looks Like in Year 1 Successfully retain and expand the major USAF renewal footprint Build executive-level relationships across Air Force acquisition and mission hierarchies Establish repeatable co-sell execution with strategic FSIs Close net-new program opportunities across USAF commands Deliver predictable, finance-ready forecasting and pipeline visibility Why Mattermost Mattermost is uniquely positioned at the intersection of secure collaboration, mission software, and defense modernization. This role offers the opportunity to shape and scale Mattermost's presence within one of the largest and most strategic branches of the U.S. Department of Defense. If you thrive in complex environments, understand how mission outcomes drive technology adoption, and want to sell software that matters—we'd love to hear from you. 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.