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 — 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 to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $123,900-$196,000 CAD The typical starting Target Variable range for this role is: $123,800-$195,900 CAD The typical starting On-Target Earnings (OTE) range for this role is: $247,700-$391,800 CAD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is 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 perception or identity, 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 and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. 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