# Account Executive NATO

**Company**: Elastic
**Location**: Belgium
**Work arrangement**: remote
**Experience**: executive
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/7668021
**Canonical**: https://yubhub.co/jobs/job_d8a17638-e52

## Description

Elastic, the Search AI company, is looking for an Enterprise Account Executive to drive net-new revenue and expansion within our developing relationship with NATO, Brussels. You'll be the owner of this unique customer where you'll build your own pipeline and close engagements - telling the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

As an Enterprise Account Executive, you will:

- Own your customer & build pipeline and close any ongoing engagements.

- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you 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 your customer to build formal close plans and keep your CRM up-to-date.

- Executive 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.

We're looking for someone with:

- Proven experience of working with or for NATO with existing relationships.

- 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 delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.

- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.

- Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.

- Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model.

Bonus Points:

- Prior experience of projects with geospatial content.

- Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

## Skills

### Required
- MEDDPICC
- Search AI
- Observability
- Security
- Cloud economics
- Usage-based pricing
- Modern data architectures
- Cloud cost optimization

### Nice to have
- Geospatial content
- Observability (logs, metrics, traces)
- Security analytics (SIEM/XDR)