Enterprise Account Executive - United Arab Emirates - Elastic

    Elastic
    Elastic United Arab Emirates

    1 day ago

    Description

    Overview

    Join to apply for the Account Executive role at Elastic

    Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale.

    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 looking for a high-energy Account Executive to drive net-new revenue and expansion within strategic accounts. You'll own a defined territory, build your pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. The role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment.

    What You Will Be Doing

    • Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities.
    • Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only the highest-confidence deals.
    • Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
    • Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%.
    • Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend value, structure trades, and secure multi-year consumption commitments.
    • Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
    • Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive outcomes.

    What You Bring

    • Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
    • Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
    • Compelling value storytellers: Track record of executive-level presentations and demos that tie product capabilities to measurable benefits.
    • Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
    • Technical & cloud fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.
    • Collaborative mindset & coachability: A learner who partners effectively with internal teams and embodies Elastic's values.
    • Open Source enthusiasm: Genuine appreciation for open-source communities; bonus if you've sold or advocated in an OSS context.

    Bonus Points

    • Prior experience at an open-source or developer-centric infrastructure company.
    • Familiarity with observability or security analytics use cases.

    Additional Information - We Take Care Of Our People

    As a distributed company, Elastic values diversity and enables you to balance great work with great life. Elastic is an equal opportunity employer committed to diversity, equity, and inclusion. If you need accommodation during the application or recruiting process, email ; we will reply within 24 business hours.

    We strive to have parity of benefits across regions. Benefits may vary by location, but typically include competitive pay, health coverage, flexible schedules, generous vacation, and paid time for volunteering and parental leave.

    Applicants have rights under Federal Employment Laws. See our Privacy Statement for more information.

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Enterprise account executive