Enterprise Account Executive - AI Native Companies

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.
• Languages: Native/Fluent in Portuguese; Full Professional Proficiency in English and Spanish.
• Must be located in São Paulo, Brazil

ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• 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

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

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