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 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.
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.
The typical starting salary range for this role is: $103,200-$163,300 CAD
The typical starting Target Variable range for this role is: $103,200-$163,200 CAD
The typical starting On-Target Earnings (OTE) range for this role is: $206,400-$326,500 CAD