Enterprise Account Executive

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 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 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.

• 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 groupsranging 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 Elastics 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 resourcesincluding Solutions Architects Business Development Customer Success Product Marketing and Executive Leadershipto deliver an exceptional customer experience.

• 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.