Enterprise Account Executive - AI Native Companies

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. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. The Opportunity We are looking for an Enterprise Account Executive to own a brand-new territory: AI-native companies across Latin America. This is not a managed-account role. This is a hunter position at the start of something real.The groundwork is laid. The timing is now. This is the first dedicated AE position for AI-native accounts in Latin America. The segment is real, the pipeline is identified, and the market timing is exceptional. Elastic is not a challenger here. We are the Search AI company, trusted by more than 50% of the Fortune 500 — and we are just starting to go deep in this segment. If you want to own a territory from the ground up, with the backing of a global platform and the energy of a new market, this is it. Latin America is generating its first wave of genuinely AI-native companies and these companies need what Elastic does best: Search AI at scale, enterprise-grade Security, and Observability that keeps up with their growth. And right now, no one at Elastic is dedicated to them. That changes with this hire. 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) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. 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