Enterprise Account Executive (AI Native & Emerging Tech)

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 Elastics complete cloud-based solutions for search security and observability help organizations deliver on the promise of AI.

Elastic is looking for a high-energy technical and strategic Account Executive based in Toronto or Montreal to drive net-new revenue and expansion across Canadas fast-growing AI-Native Generative AI and Emerging Tech startup/scale-up ecosystem.

In this role you will be the primary owner of a high-velocity high-growth territory targeting companies building cutting-edge AI products LLM-powered applications vector search architectures and modern cloud platforms. Sitting at the intersection of developer-led adoption and executive sales execution you will partner with founders CTOs VPs/Heads of AI and VP of Engineering leaders to position Elastics Search AI platform as the core infrastructure for vector database hybrid search RAG (Retrieval-Augmented Generation) and full-stack observability needs.

• Territory & Ecosystem Ownership: Build and execute an outbound and ecosystem-led strategy across AI-native startups scale-ups and tech innovators in Eastern Canadas primary tech hubs (Toronto and Montreal) generating pipeli
• Technical Discovery & Qualification: Conduct deep technical and business discovery with AI engineers data scientists and technical founders to uncover infrastructure bottlenecks latency challenges vector search requirements and cloud unit economics.
• Value Storytelling & Technical Alignment: Position Elastics Search AI Platformfocusing on vector search BM25 sparse/dense hybrid retrieval RAG architecture and semantic searchagainst legacy databases and standalone vector stores.
• Consumption & Cloud Model Execution: Guide customers through consumption-based pricing models securing commitments across AWS Azure and GCP marketplaces while helping high-growth startups scale their usage cost-effectively.
• Mutual Deal Strategy & Forecast Accuracy: Maintain high pipeline hygiene and forecast precision utilizing MEDDPICC to qualify high-velocity deal loops and multi-threaded expansion opportunities.
• Cross-Functional Collaboration: Partner hand-in-glove with Solutions Architects Developer Relations Cloud Hyperscaler teams and local Venture Capital / Incubator partner networks to accelerate startup onboarding and expansion.

• Proven SaaS & Cloud Sales Track Record: 5 years of enterprise/mid-market software sales experience with a track record of selling SaaS API database developer tools or consumption-based cloud infrastructure to fast-growing tech companies.
• AI & Search Domain Fluency: Deep conceptual understanding of modern AI stacks including Generative AI Vector Search/Embeddings Retrieval-Augmented Generation (RAG) LLMs Observability (logs/APM) and Cloud Data Architectures.
• Founder & Developer Credibility: Proven ability to build trust and navigate sales cycles with technical decision-makersfrom Developers ML Engineers and Data Scientists up to CTOs VPs of Engineering and Founders.
• Canadian Tech Hub Acumen: Deep familiarity with the Toronto and/or Montreal tech ecosystems venture-backed startup hubs cloud accelerators and incubator networks.
• Methodology Rigor: Mastery of MEDDPICC (or equivalent qualification frameworks) tailored for fast-moving startup environments with consumption or product-led growth (PLG) mechanics.
• Growth Mindset & Curiosity: Passion for staying ahead of rapid advancements in AI machine learning and open-source software communities.
• Location: Must be located in Toronto or Montreal.