# Enterprise Account Executive - AI Native Companies

**Company**: Elastic
**Location**: São Paulo, Brazil
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/8211114?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_1604d50c-155

## Description

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 Opportunity We are looking for an Enterprise Account Executive to own a brand-new territory: AI-native companies across Latin America. This is not a managed-account role. This is a hunter position at the start of something real.

What You Will Do

- Build and own a regional territory focused on AI-native companies across Latin America

- Sell Elastic's Search AI Platform across three pillars: Search AI, Security (SIEM/XDR), and Observability

- Engage CTO, CISO, and VP Engineering at high-growth AI-native companies across the region

- Activate and develop strategic partnerships as regional channel multipliers

- Own Your Territory & Build Pipeline: Develop and execute a proactive outbound strategy across entities in São Paulo, leveraging community, customer, and partner ecosystems to generate ≥ 50% of your booked opportunities

- Deep Discovery & Qualification: Uncover business pains, business impact, budgets, and decision criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline

- Value Storytelling & Demos: Deliver tailored narratives and demonstrations that map Elastic’s Search AI, Observability, and Security capabilities to core priorities and digital transformation

- Mutual Deal Strategy & Forecast Accuracy: Collaborate with stakeholders to construct formal close plans, managing sales cycles and drive predictable sales execution by maintaining 90%+ forecast accuracy within +/- 10%

- Executive Negotiation & Closing: Guide complex procurement processes, structuring give/get trades and securing multi-year consumption and project commitments

- Complex Project Execution: Drive high-value, complex projects into net-new logos while expanding Elastic usage across our current installed base

- Domain & Cloud Acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern enterprise data architectures

- Cross-Functional Partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners (distributors/integrators) to accelerate deals and deliver measurable customer outcomes

What You Will Bring

- 5–8 years of enterprise SaaS or cloud sales, consistently above quota

- Experience leading AI, data, or cybersecurity platforms

- Proven hunter: you build your own pipeline and thrive opening new accounts

- Experience engaging CTO and technical leadership at high-growth tech companies

- Comfortable operating across multiple countries and time zones

- Portuguese and/or Spanish (native) + English (professional)

- Proven SaaS Success: 5+ years of experience closing complex Enterprise deals, consistently overachieving quotas within SaaS, cloud, or consumption-based environments

- Installed Base & Net-New Growth: Demonstrated track record of selling complex projects into net-new logos as well as expanding within existing accounts

- Territory Acumen in São Paulo: Deep familiarity navigating procurement processes, budget cycles, RFIs/RFPs, and decision-making dynamics within entities in São Paulo

- Ecosystem & Technical Fluency: Solid understanding of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms

- Expert Qualification & MEDDPICC Skills: Mastery in applying MEDDPICC or equivalent frameworks to navigate multi-stakeholder deal cycles

- Executive & Developer Credibility: Ability to build strong relationships across technical teams, developers, and executive decision-makers

- Open Source Model Appreciation: Genuine appreciation for the Open Source go-to-market model and the developer/user community that relies on Elastic solutions daily

- Fluency: Native/Fluent Portuguese with professional proficiency in English

Additional Information

- 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

## Skills

### Required
- SaaS sales
- cloud sales
- AI platforms
- cybersecurity platforms
- MEDDPICC
- Enterprise Search
- Logging
- Security (SIEM/XDR)
- Observability (APM/metrics)
- Vector/AI Search
- Cloud platforms

### Nice to have
- Portuguese (native)
- Spanish (native)
- English (professional)

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/8211114?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)