Elastic

Role Description Elastic, the Search AI company, is looking for a high-energy Mid-Market Account Executive to drive net-new revenue within strategic Large Corporate accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the segment. What You Will Be Doing - Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. - Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. Qualifications - Proven SaaS quota‐carrying success: 5+ years closing complex Large Corporate/Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment. - Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. - Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. - Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. - Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. - Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. Bonus Points - Prior experience at an open-source or developer‐centric infrastructure company. - Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Compensation Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). - The typical starting OTE range for new hires in this role is: - $188,800 — $298,700 USD - The typical starting salary range for this role is: - $94,400 — $149,400 USD - The typical starting Target Variable range for this role is: - $94,400 — $149,300 USD Benefits - 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 a minimum of 16 weeks of parental leave. Additional Information 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.

Role Description Elastic, the Search AI company, is looking for a high-energy Mid-Market Account Executive to drive net-new revenue within strategic Large Corporate accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the segment. What You Will Be Doing - Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. - Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. Qualifications - Proven SaaS quota‐carrying success: 5+ years closing complex Large Corporate/Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment. - Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. - Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. - Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. - Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. - Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. Bonus Points - Prior experience at an open-source or developer‐centric infrastructure company. - Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Compensation Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). - The typical starting OTE range for new hires in this role is: - $188,800 — $298,700 USD - 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 401k 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. Benefits - 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 a minimum of 16 weeks of parental leave.

Role Description The Senior Support Manager will be responsible for overseeing the daily operations of our distributed technical support team, supporting our APJ customers. This critical leadership role ensures the efficient management of customer inquiries, escalations, and technical issues. We are seeking a candidate who is creative, can inspire change, drive process optimization, maintain industry-leading customer satisfaction, and actively build a knowledge-sharing environment. What You Will Be Doing - Lead and Develop a High-Performance Team (approx 10-15 Distributed Engineers): - Cultivate a culture of accountability, continuous learning, and collaboration across your team supporting the APJ/India region. - Drive Continuous Improvement: - Enhance support efficiency, policy, processes, and systems, adopting a growth mindset to unlock potential and fundamentally elevate the customer and employee experience. - Ensure Operational Excellence: - Manage team performance through behavior assessment. - Ensure quality, timely and professional delivery of technical support that consistently exceeds customer expectations. - Manage Critical Relationships & Escalations: - Serve as a key liaison for a major Sales region and be the definitive point of contact for internal and external customer escalations. - Act as an Internal Partner: - Build and leverage strong relationships across the global Support team and cross-functional partners (Product, Sales, Professional Services, Engineering) to drive coordinated support and service delivery. - Own Strategic Projects: - Lead and participate in important support initiatives designed to improve service delivery and the overall customer support experience with responsibility for effective change management. Qualifications - 5+ years experience in a customer-facing technical role, ideally customer support. - 3+ years experience managing a team of 10 or more Support Engineers in a geographically distributed environment. - Proven ability to manage small-to-medium-sized projects with clear start and end goals (project management experience is a plus). - Exceptional communication skills and the ability to explain complex challenges clearly and empathetically to various audiences. - Experience implementing or applying Knowledge Centered Service in a Support team (certification a plus). - Track record of effective leadership and change management. - A curiosity and drive to learn about Elastic products and services. - A genuine interest and care for the people you work with. Bonus Points - Experience using data insights and AI in the digital support journey to enhance customer experience. - Knowledge of search technologies. Benefits - 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 a minimum of 16 weeks of parental leave.

Role Description Elastic, the Search AI company, is looking for a high-energy Inside Account Executive to drive net-new revenue and expansion within the territory. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration – and is critical to our growth. What You Will Be Doing - Be responsible for your territory & build pipeline: Develop and implement a proactive outbound cadence (email, call, social). - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC. - Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. - Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date. - Negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. Qualifications - Proven SaaS quota‐carrying success: 3+ years closing deals, consistently overachieving targets in a consumption-based or usage-model environment. - Discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive focused pipeline and eliminate low-probability deals. - Compelling value storytellers: Track record of delivering presentations and demos that tie product capabilities to real euros saved, revenue gained, or risk mitigated. - Well honed negotiation skills. - Collaborative mentality & coach-ability: A learner who partners with internal teams, incorporates feedback, and embodies Elastic’s values of community. - Open Source passion: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. Bonus Points - Prior experience at an open-source or developer‐centric infrastructure company. - Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Compensation Compensation for this role is in the form of base salary plus a variable component. The typical starting On-Target Earnings range (Base Salary + Variable) for this role is: €78.300 — €123.900 EUR. Benefits - 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 a minimum of 16 weeks of parental leave. Equal Opportunity Employer 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.

Role Description We are seeking an exceptional Sales Ops Professional (Individual Contributor) to help drive sales strategy, planning, reporting, and analysis efforts for our APJ business covering India and Japan markets. The Revenue Strategy & Operations Manager will be responsible for the analytical aspects of key business decisions, including: - Go-to-market strategies - Resource allocation - Process improvement - Metrics and dashboards You must be able to work cross-functionally to drive efficiency and performance improvement across multiple operational and financial metrics throughout APJ. You will generate reports and analysis, providing insights that support decision-making and help define, land, and execute on our key strategic priorities for the geography. You will support running the business cadence, helping navigate the complexities of systems and tools as well as collaborating with cross-functional teams to solve problems, design, manage, and successfully deliver projects against operational standards. The Revenue Strategy & Operations Manager will help scale the operations of Elastic’s APJ business by providing the systems and business insights the organization needs to optimize sales performance, effectiveness, and productivity. Responsibilities will include: - Pipeline analysis - Sales performance analyses - Forecast preparation - Territory management - Quota assignment - Report preparation - Deep analysis of our efficiency in the market The Revenue Strategy & Operations Manager enjoys analyzing data, loves disrupting the inefficient, and is not afraid to "get their hands dirty". This person will be results-oriented, flexible, and eager to acquire new skills and knowledge. Qualifications - BS/BA or equivalent required - 5+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy - Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations - Excellent communication and engagement skills - Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency - Ability to thrive in a fast-paced start-up environment - Experience with the Salesforce.com platform - Experience with Microsoft Office Suite Requirements - Partner closely with sales leadership to develop actionable, measurable projects and programs that accelerate sales growth and improve sales rep productivity - Perform in-depth analyses on the leading, in-process, and lagging indicators to support strategic initiatives to drive growth - Provide analytical and day-to-day operational activities support - Perform data analysis and modeling to identify trends and efficiency opportunities - Build and maintain tools and dashboards to help with reporting and analytical needs of the team and key stakeholders - Engage in ad-hoc analyses to understand business performance/user metrics, Key Performance Indicators and provide concise summaries and recommendations to management - Identify process gaps and opportunities for process improvement - Provide analytical insights into aspects of key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards - Detailed analysis of the pipeline and insights to grow pipeline generation efforts and conversion rates - Identify levers for driving revenue growth and sales efficiency - Conduct detailed analysis of sales productivity - Support sales forecasting and annual planning processes - Provide system and tool support to the field to enhance sales productivity - Manage and facilitate regular business reviews with sales and cross-functional leadership - Focus on continuous improvement of sales processes and tools to drive productivity and remove friction Benefits - 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 a minimum of 16 weeks of parental leave

Role Description We are looking for a dynamic Revenue Manager who is eager to collaborate and support significant growth at a global, publicly traded software company! Based in India, this position will report directly to the Senior Revenue Manager. Are you well versed in revenue accounting? Does being a critical member of a cross-functional team that is continuously problem solving sound exhilarating and ambitious? Do you want to be a key contributor in a fast-paced, rapidly growing technology company? If so, we would love to hear from you! What You Will Be Doing - Assisting with revenue contract review under ASC 606 guidance. - Determining appropriate Revenue recognition for signed contracts. - Supporting cross-functional partners (Sales, Order Ops, CBO, FP&A, Platform Billing, etc.) by resolving SFDC cases. - Drafting or reviewing revenue memos. - Contributing to the Revenue close process with a dedicated focus on cloud revenue accounting. - Leading and reviewing UAT testing to drive system and process improvements. - Performing or reviewing revenue reconciliations, analysis and managing complex large datasets. - Coordinating and managing auditing requests, including addressing auditor inquiries. - Developing and delivering internal training to enhance organizational revenue knowledge sharing. - Finding opportunities to improve existing processes and controls and minimize risk. - Completing ad hoc projects and supporting a variety of critical initiatives. Qualifications - 8+ years of overall experience in revenue with an understanding of ASC 606, including software and SaaS related principles. - Big 4 and/or publicly traded technology company experience (preferred). - RevPro, NetSuite and Salesforce experience preferred. - Google Workspace applications including Google BigQuery, Gemini, Gmail, Google-Sheets, Google-Docs, and NoteBookLM preferred. - Sigma or comparable Front End BI Tool experience desired. - Claude or comparable AI tool experience desired. - Comfortability working independently in a distributed, dynamic, fast-paced environment. - Outstanding communication (written and verbal) and social skills. - Strong project management skills, including the capacity to balance multiple competing priorities. - A talent for simplifying and summarizing sophisticated information. - Composure in evolving and ambitious circumstances. - Excellent analytical and problem-solving skills. - A positive and proactive demeanor. - A strong desire for learning, growth and development. - A strong commitment to deadlines and being detail oriented. - An excellent team player and a fast learner. Benefits - 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.

Role Description Are you a cross-functional program leader who thrives at the intersection of strategy, operations, and GTM execution? If so, invite you to join us at Elastic as a Senior Program Manager, Revenue Operations! As a member of our team, you will lead our programs of work that span across Field Engineering and Support organizations. Where our Senior Analysts are embedded partners to their respective collaborators, you are the connective tissue: the person who defines how we work, not just within a single team, but across all of them. The Senior Program Manager will design and drive the operational standards, execution models, and planning rhythms that enable consistent, high-quality GTM execution at scale - and for ensuring that what works in one org finds its way into the others. What you will be doing - Own the design and delivery of programs that cut across Field Engineering and Support, including annual planning, execution model development, and operational rhythm standardization. - Serve as the primary owner of our canonical operating models: how we run QBRs, how we structure planning cycles, how we build feature adoption plays, how we define and communicate execution norms across geos. - Coordinate fiscal year planning activities across both organizations, including headcount & allocation, quota setting, territory carve, and roll-out. - Define the standard for how our internal customers operate - the rhythms, templates, and frameworks that Senior Analysts then localize for their specific org and geo. - Build the feedback loop that ensures geo-specific nuance helps shape the standard rather than accumulate as silent workarounds. - Partner with FE and Support management to identify gaps between how teams are operating today and how they should be operating, then design solutions that close those gaps durably. - Identify cross-functional processes that are ripe for automation, and partner with Senior Analysts and systems teams to build solutions that reduce execution burden across the team. - As automation creates capacity, redirect that capacity toward higher-order critical initiatives - act as a key voice in deciding where the team should spend its time. - Establish repeatable communication, documentation, and training protocols that drive successful adoption of new processes, tools, and operating models. - Collaborate with Sales Operations, IT, Finance, and Business Systems to identify dependencies and build comprehensive solutions. Qualifications - 5+ years in Program Management, Revenue Operations, or GTM Strategy & Operations in a B2B SaaS organization. - Proven experience running cross-functional programs that span multiple organizations. - Direct exposure to Field Engineering, Solutions Architecture, Customer Engineering, Technical Sales, or Support organizations. - Systems-level thinker: able to identify how a change in one part of an operating model creates downstream effects elsewhere. - Highly organized, analytical, and data-driven; comfortable in SQL, G-Sheets, and Salesforce — able to build the analysis that supports the program. - Top-notch communicator, able to transition fluently between working sessions with senior leaders and detailed execution conversations with analysts and ICs. - Comfortable operating with ambiguity, proactively structuring abstract problems to drive it to a concrete outcome. - BS/BA in Business, Finance, Operations, or equivalent experience. Benefits - 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 a minimum of 16 weeks of parental leave.

Role Description The role will be tasked with developing and maintaining our Application Hosting Infrastructure on Kubernetes in GCP. As a Platform Engineer, you will play a critical role in developing and maintaining our core application infrastructure that supports our business operations. You’ll be part of a small, focused team that prioritizes automation and security while engineering a robust platform for hosting internal applications. This position offers the chance to work with the latest technologies in an AI-forward environment, allowing you to contribute to impactful projects that drive our growth. What You Will Be Doing - Design scalable infrastructure solutions that meet the demands of our core applications. - Implement infrastructure as code practices to automate and streamline processes. - Monitor system performance, optimize resources, and integrate cloud services while troubleshooting and resolving any infrastructure issues that arise. - Implement CI/CD pipelines to streamline the software development lifecycle. - Design and develop scalable build systems to ensure applications are delivered quickly and proficiently, matching the pace of business needs. - Ensure compliance with security regulations and best practices to protect application infrastructure. - Collaborate with Infosec and other engineering teams to implement effective incident response and CVE remediation processes. - Collaborate with cross-functional teams to gather requirements for platform improvements. - Provide technical support and guidance to internal users of the platform. - Facilitate knowledge sharing sessions to educate team members on platform features and best practices. - Analyze cloud spending patterns to ensure cost optimization and implement financial governance policies for cloud resources. - Identify opportunities for cost savings while enhancing operational efficiency. - Regularly assess application usage to eliminate unused resources and maintain a proficient environment. Qualifications - Bachelor's degree in Computer Science or equivalent experience. - 5+ years with infrastructure as code tools like Terraform or Crossplane. - 5+ years with cloud service providers like AWS, Azure, or Google Cloud. - Kubernetes and Cloud Native Associate or equivalent certification. - Knowledge of service mesh architectures such as Istio or Linkerd. - Hands-on experience with cloud security practices and tools. - Experience with cost management tools for cloud infrastructure. - Led cross-functional initiatives that improved platform usability and performance based on user feedback. - Experience with Elasticsearch is a plus. Requirements - Compensation for this role is in the form of base salary. This role does not have a variable compensation component. - The typical starting salary range for new hires in this role is $94,300 — $149,200 USD. - In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply: $113,300 — $179,200 USD. - An employee's position within the salary 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. Benefits - 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 a minimum of 16 weeks of parental leave.

Role Description Elastic, the Search Analytics company, is seeking a dynamic Territory Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. We are seeking a Territory Account Executive dedicated to expanding Elastic's footprint across enterprise organisations in the Czech Republic. In this role, you will own the full sales cycle—from outreach to close—focused entirely on evangelising and expanding Elastic's portfolio in an assigned territory. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth. What You Will Be Doing - Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new enterprise accounts while deepening engagement with existing ones. - Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face. - Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings. - Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently. - Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth. - Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring - The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller. - Proven Track Record: Success in SaaS subscription sales into organisations within the Czech Republic, evidenced by overachievement. - Mindset: Pure focus on acquiring new logos with a record to prove it. - Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. - Relationship Building: Adept at establishing credibility with both technical developers and executive leadership. - Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date. - Ability to create alignment across teams to accelerate deals. - AI Mindset: Use new technologies for performance advantage and deal structuring. - Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions. Benefits - 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 a minimum of 16 weeks of parental leave.

Role Description We are hiring a solid Corporate Counsel, with 4+ years’ experience, to join our expanding International Commercial Legal department in this fast growing, truly globally distributed company. Reporting to the UK & Emerging Region Legal Director, this position will be ideal for a self-sufficient and resourceful mid-level attorney located in the United Kingdom. What You Will Be Doing - Managing the full legal lifecycle of our Public Sector contracts, including: - Cloud/SaaS and Software Subscription agreements - Professional Services agreements - Data Processing Agreements and associated schedules - Ensuring compliance with UK GDPR and the Data Protection Act 2018. - Supporting the Sales & RFP Teams during live procurement processes: - Reviewing ITT/RFP requirements - Drafting legal responses - Advising on terms and conditions proposed by contracting authorities - Engaging closely with Elastic’s UK Legal Director and Security Controller, as well as the wider Legal Department and go-to-market stakeholders. - Supporting EMEA & Global Legal team members on ad hoc projects as directed. - Keeping abreast of relevant legal and regulatory developments and proactively advising the business on their implications. - Building and strengthening workflow processes between the Legal Department and other departments within Elastic. Qualifications - Qualified and legally permitted to practice law in the United Kingdom. - 4+ years’ experience in the drafting and negotiation of technology contracts. - Strong working knowledge of public procurement law, public law principles, and contract law. - Understanding of cyber and information security obligations in technology contracts. - Experience & knowledge of relevant laws and legal systems in key regions such as the United Kingdom, France, Australia, and Germany. - Ability to balance legal risks with business strategy. - Preferred candidates will have prior experience managing technology contracts for public sector entities. - Ability to thrive in a demanding, fast-paced environment. Bonus Points - A self-starter with a proven track record of balancing multiple projects. - Experience with complex software licensing and cloud business models. - Demonstrated ability to consistently deliver outstanding results. - Familiarity with data protection and privacy issues in technology transactions. - Prior experience representing high-growth companies. - Ability to collaborate in a distributed team environment. - Ability to participate in some limited travel requirements. - Excellent written and oral communication skills in English. Benefits - Competitive pay based on the work you do here. - Health coverage for you and your family in many locations. - Flexible locations and schedules for many roles. - Generous number of vacation days each year. - Financial donation matching up to $2000 (or local currency equivalent). - Up to 40 hours each year for volunteer projects. - A minimum of 16 weeks of parental leave.