Inside Account Executive Japan

Elastic, the Search AI company, is looking for a high-energy Inside Account Executive to drive net-new revenue and expansion within the Japanese territory.

You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close multi-stakeholder deals in a consumption-based model.

To excel as an IAE at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller.

Responsibilities

• Be responsible for your territory & build pipeline: Develop and implement a proactive outbound cadence (email, call, social).
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• 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.
• Negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land 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 hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements

• Proven SaaS quota‐carrying success: 3+ years closing deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive focused pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering presentations and demos that tie product capabilities to real euros saved, revenue gained, or risk mitigated.
• Well-honed negotiation skills.
• Collaborative mentality & coach-ability: A learner who partners with internal teams, incorporates feedback, and embodies Elastic’s values of community.
• Open Source passion: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.
• Fluency in Japanese and English

Benefits

• 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