Descripción de la oferta
Company Overview
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.
Role Overview
Elastic is looking for a high‑energy Inside Account Executive to drive net‑new revenue and expansion within a defined territory. You will build your own pipeline, tell the Elastic Search AI story, and close multi‑stakeholder deals in a consumption‑based model. This role sits at the intersection of sales execution, technical fluency, and cross‑functional collaboration.
Responsibilities
Build and manage your territory pipeline using proactive outbound cadences (email, call, social).
Conduct deep discovery and qualification, uncovering pain points, business impact, budget, and decision criteria using frameworks such as MEDDPICC.
Create value‑storytelling and demos, tailoring narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
Collaborate with customers on formal close plans, accurately forecasting and maintaining an up‑to‑date CRM.
Negotiate and close high‑stakes contracts and pricing discussions, defending value and negotiating appropriate trade‑offs.
Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage‑based pricing, and modern data architectures.
Partner closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
Qualifications
3+ years of SaaS quota‑carrying success, consistently exceeding targets in consumption‑based or usage‑model environments.
Strong discovery and qualification skills, demonstrated ability to apply MEDDPICC or equivalent frameworks.
Compelling value storytelling, with a track record of linking product capabilities to real savings, revenue gains, or risk mitigation.
Well‑honed negotiation skills.
Collaborative, coachable mindset, eager to partner with internal teams and embody Elastic’s values of community.
Passion for open source; bonus if you have sold or advocated in an OSS context.
Bonus Points
Prior experience at an open‑source or developer‑centric infrastructure company.
Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.
Compensation
Compensation for this role is base salary plus a variable component. The typical starting On‑Target Earnings range (Base Salary + Variable) is: €78,300—€123,900 EUR.
Benefits
Competitive pay based on the work you do.
Health coverage for you and your family in many locations.
Flexible working arrangements with the ability to craft your calendar and select locations.
Generous vacation days each year.
Matching for financial donations up to €2,000 (or local currency equivalent) and up to 40 hours per year for volunteer projects.
Minimum of 16 weeks of parental leave.
Equal Employment Opportunity
Elastic is an equal opportunity employer committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state, or local law, ordinance, or regulation. We welcome individuals with disabilities and strive to create an accessible experience for all. To request an accommodation during the application or recruiting process, contact candidate_accessibility@elastic.co. Applicants have rights under Federal Employment Laws. View posters linked below: Family and Medical Leave Act (FMLA); Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster; Know Your Rights (Poster). ELASPICUITY (Note: original link references removed).
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