Enterprise Account Executive, Elastic
AI Native & Emerging Tech
CA$206.4-326.5k
OTE
CA$103.2-163.3k
BASE
Open source platform powering search, observability, security, and more
Be an early applicant
Open source platform powering search, observability, security, and more
1001+ employees
Be an early applicant
CA$206.4-326.5k
OTE
CA$103.2-163.3k
BASE
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- Proven SaaS & Cloud Sales Track Record: 5+ years of enterprise/mid-market software sales experience, with a track record of selling SaaS, API, database, developer tools, or consumption-based cloud infrastructure to fast-growing tech companies
- AI & Search Domain Fluency: Deep conceptual understanding of modern AI stacks, including Generative AI, Vector Search/Embeddings, Retrieval-Augmented Generation (RAG), LLMs, Observability (logs/APM), and Cloud Data Architectures
- Founder & Developer Credibility: Proven ability to build trust and navigate sales cycles with technical decision-makers—from Developers, ML Engineers, and Data Scientists up to CTOs, VPs of Engineering, and Founders
- Canadian Tech Hub Acumen: Deep familiarity with the Toronto and/or Montreal tech ecosystems, venture-backed startup hubs, cloud accelerators, and incubator networks
- Methodology Rigor: Mastery of MEDDPICC (or equivalent qualification frameworks) tailored for fast-moving startup environments with consumption or product-led growth (PLG) mechanics
- Growth Mindset & Curiosity: Passion for staying ahead of rapid advancements in AI, machine learning, and open-source software communities
- Location: Must be located in Toronto or Montreal
What the job involves
- Territory & Ecosystem Ownership: Build and execute an outbound and ecosystem-led strategy across AI-native startups, scale-ups, and tech innovators in Eastern Canada's primary tech hubs (Toronto and Montreal), generating pipeline
- Technical Discovery & Qualification: Conduct deep technical and business discovery with AI engineers, data scientists, and technical founders to uncover infrastructure bottlenecks, latency challenges, vector search requirements, and cloud unit economics
- Value Storytelling & Technical Alignment: Position Elastic’s Search AI Platform—focusing on vector search, BM25 + sparse/dense hybrid retrieval, RAG architecture, and semantic search—against legacy databases and standalone vector stores
- Consumption & Cloud Model Execution: Guide customers through consumption-based pricing models, securing commitments across AWS, Azure, and GCP marketplaces while helping high-growth startups scale their usage cost-effectively
- Mutual Deal Strategy & Forecast Accuracy: Maintain high pipeline hygiene and forecast precision, utilizing MEDDPICC to qualify high-velocity deal loops and multi-threaded expansion opportunities
- Cross-Functional Collaboration: Partner hand-in-glove with Solutions Architects, Developer Relations, Cloud Hyperscaler teams, and local Venture Capital / Incubator partner networks to accelerate startup onboarding and expansion
Our take
Organizations are dealing with exploding data volumes increasingly sophisticated cyber threats, and the growing expectation tha ttechnology should help act on problems, not just report them. Ai is moving from experimentation into real operations, especially in security and observability where speed and context are critical. So now, both enterprises and governments are looking for simpler, shared platforms that sale easily and reduce complexity rather than add to it.
And Elastic sits at the intersection of these needs with its Search AI Platform that helps organizations turn large amounts of structured and unstructured data into clear insights and actiontions across search, security, and observability. Elastic's strength lies in its open, flexible approach, which breaks down data silos and provides a context people and AI systems need to make daster, better decisions. The goal is straightforward: help teams see what's happening, understand it quickly, and respond confidently.
Recently, the company worked with CISA to deliver a unified, cloud-based SIEM for US federal agencies, this highlights strong trust in Elastic's security and scalability. Alongside this, its AWS Agentic AI Specialization also reflects leadership in making autonomous AI system practical and reliable. Together, these milestones position Elastic well for the future, as organizations increasingly rely on shared platforms and intelligent systems to manage ris, complexity, and growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2016
$58m
SERIES D
Jun 2014
$70m
SERIES C
Total funding: $162m
Company benefits
- Toast to your health: Fully paid health coverage for you and your family, in many locations.
- Craft your calendar: Flexible location and schedule for most roles.
- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
- Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).
Company HQ
Union Square, San Francisco, CA
Leadership
Ashutosh Kulkarni
(CEO)Ashutosh joined Elastic in 2021 as CPO, becoming CEO in 2022. Prior to this, he was an EVP and CPO of Enterprise at McAfee, a Senior VP and GM of Web Performance and Web Security at Akamai Technologies, and a Senior VP and GM of Informatica Cloud at Informatica.
Shay Banon
(Co-Founder & CTO)Shay co-founded Elastic in 2012 and has served as the CTO since.
Navam Welihinda
(CFO)Prior to joining Elastic in 2025, Navam was the CFO at Grammarly. He also spent nearly 8 years at HashiCorp as VP of Finance and CFO and was the Head of Finance, Compose at IBM for 1 year.
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