Enterprise Account Executive

• Territory Management & Strategy: Drive revenue growth across a defined patch of ~50 enterprise accounts in the GTA, developing account-based strategies to land net-new logos and expand consumption within current customers. • Complex Multi-Threading: Identify, map, and build champions across diverse stakeholder groups—ranging from developers and security engineers up to CIOs, CISOs, and line-of-business executives. • MEDDPICC Mastery: Rigorously apply MEDDPICC to qualify opportunities, identify decision criteria and economic buyers, manage risks, and maintain 90%+ forecast accuracy within +/- 10%. • Strategic Partner Ecosystem Alignment: Collaborate effectively with major cloud providers (AWS, Azure, GCP), global systems integrators (GSIs), and local channel partners to co-sell, expand account reach, and accelerate deal execution. • Value-Based Solution Selling: Articulate Elastic’s value proposition across Search AI, Observability, and Security, translating technical capabilities into strategic business outcomes, ROI, and cloud efficiency. • Predictable Execution & Closing: Construct mutual close plans with enterprise buyers, navigating complex legal, procurement, and commercial negotiations to secure multi-year commitments. • Cross-Functional Leadership: Orchestrate internal resources—including Solutions Architects, Business Development, Customer Success, Product Marketing, and Executive Leadership—to deliver an exceptional customer experience.

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role Elastic is seeking a strategic, high-performing Enterprise Account Executive based in the Greater Toronto Area (GTA) to manage and grow a high-potential patch of approximately 50 targeted enterprise accounts. In this role, you will be responsible for driving net-new logo acquisition and expanding our existing footprint across large enterprise organizations. You will navigate complex, multi-threaded sales cycles, build deep relationships across both technical teams and C-suite executives, and leverage strategic channel partners to accelerate revenue growth. Using MEDDPICC as your core sales methodology, you will lead high-value deals in a dynamic, consumption-based cloud environment. What You Will Do • Territory Management & Strategy: Drive revenue growth across a defined patch of ~50 enterprise accounts in the GTA, developing account-based strategies to land net-new logos and expand consumption within current customers. • Complex Multi-Threading: Identify, map, and build champions across diverse stakeholder groups—ranging from developers and security engineers up to CIOs, CISOs, and line-of-business executives. • MEDDPICC Mastery: Rigorously apply MEDDPICC to qualify opportunities, identify decision criteria and economic buyers, manage risks, and maintain 90%+ forecast accuracy within +/- 10%. • Strategic Partner Ecosystem Alignment: Collaborate effectively with major cloud providers (AWS, Azure, GCP), global systems integrators (GSIs), and local channel partners to co-sell, expand account reach, and accelerate deal execution. • Value-Based Solution Selling: Articulate Elastic’s value proposition across Search AI, Observability, and Security, translating technical capabilities into strategic business outcomes, ROI, and cloud efficiency. • Predictable Execution & Closing: Construct mutual close plans with enterprise buyers, navigating complex legal, procurement, and commercial negotiations to secure multi-year commitments. • Cross-Functional Leadership: Orchestrate internal resources—including Solutions Architects, Business Development, Customer Success, Product Marketing, and Executive Leadership—to deliver an exceptional customer experience. What You Will Bring • Proven Enterprise Sales Success: 7+ years of direct enterprise software sales experience closing complex, high-ACV SaaS or consumption-based cloud deals, with a consistent track record of quota overachievement. • GTA Enterprise Market Expertise: Deep familiarity with the Greater Toronto Area enterprise landscape and established relationships across major commercial and enterprise accounts in the region. • Methodology Rigor: Demonstrated expertise using MEDDPICC (or MEDDIC) to manage complex sales cycles and build high-confidence sales forecasts. • Multi-Threaded Selling Capability: Proven ability to navigate matrixed enterprise organizations, build alignment across technical and executive stakeholders, and convert technical validation into executive sponsorship. • Partner Ecosystem Experience: Track record of successfully leveraging channel partners, cloud hyperscalers, and system integrators to source, pipeline, and close enterprise deals. • Technical & Domain Fluency: Proficient understanding of enterprise software domains, including Enterprise Search, Generative AI/Vector Search, Observability (APM/logging), and Cybersecurity (SIEM/XDR). • Location & Mobility: Must be located in the Greater Toronto Area with willingness to meet clients in-person across the region as required. Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable). The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up