Enterprise Account Executive

• 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 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

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

• Technical & Domain Fluency: Proficient understanding of enterprise software domains, including Enterprise Search, Generative AI/Vector Search, Observability (APM/logging), and Cybersecurity (SIEM/XDR)
• Partner Ecosystem Experience: Track record of successfully leveraging channel partners, cloud hyperscalers, and system integrators to source, pipeline, and close enterprise deals
• 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
• 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
• Location & Mobility: Must be located in the Greater Toronto Area with willingness to meet clients in-person across the region as required
• 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