Enterprise Account Executive (AI Native & Emerging Tech)

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. 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. What Is The Role Elastic is looking for a high-energy, technical, and strategic Account Executive based in Toronto or Montreal to drive net-new revenue and expansion across Canada’s fast-growing AI-Native, Generative AI, and Emerging Tech startup/scale-up ecosystem. In this role, you will be the primary owner of a high-velocity, high-growth territory targeting companies building cutting-edge AI products, LLM-powered applications, vector search architectures, and modern cloud platforms. Sitting at the intersection of developer-led adoption and executive sales execution, you will partner with founders, CTOs, VPs/Heads of AI, and VP of Engineering leaders to position Elastic’s Search AI platform as the core infrastructure for vector database, hybrid search, RAG (Retrieval-Augmented Generation), and full-stack observability needs. What You Will Do • 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 pipeli • 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. What You Will Bring • 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. Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable). The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. 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 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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