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 RoleElastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise 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 Enterprise 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. What You Bring - Proven SaaS quota‐carrying success: 5+ years closing complex 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. If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today! 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 listed below. This 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 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. The typical starting salary range for this role is: $113,300—$175,000 USD The typical starting Target Variable range for this role is: $113,200—$175,000 USD The typical starting On-Target Earnings (OTE) range for this role is: $226,500—$350,000 USD 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. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

At OneSpan, we specialize in digital identity and anti-fraud solutions that create exceptional and secure experiences. OneSpan is looking for an Account Executive to join our digital agreement sales team in North America. OneSpan provides security, identity verification, eSignature, smart forms, and digital notarization solutions that help you modernize your agreement processes, deliver a high-quality digital customer experience, and meet security and compliance standards. You will be responsible for all aspects of sales, primarily new business in core verticals. You will handle the entire sales process, including prospecting, lead qualification, negotiating and closing deals with end-customers.  Responsibilities: - Create and rapidly execute a territory growth plan. - Building net new business through prospecting, relationship building, and follow through to close sales. - Work to identify and implement new and improved sales presentations to negotiate and overcome sales objections. - Achieve monthly, quarterly, and annual sales objectives and sales quotas, while ensuring the optimum customer experience and satisfaction. - Work within set key performance measurements defined by management team and process sales transactions using internal provisioning systems and follow set processes and procedures. Provide and update timely forecast and opportunity details within Salesforce CRM. - Responsible for additional job duties such as meeting outbound call and sales goals as assigned. This would involve follow-up with prospects as well as upsell to existing customers. - Work with colleagues and immediate supervisions to ensure that proven sales techniques are followed and enhanced. - Set-up and deliver sales presentations, product/service demonstrations, and other sales actions. - Promote positive working relationship with all internal and external customers.   Qualifications: - 5 years plus of field sales experience, SW products including SaaS model, primarily about digital onboarding, digital signature and AI risk analytics within the assigned territory. - Excellent communication skills and a positive, client centric attitude. - Assertive and independent professional who is able to negotiate successfully with professional buyers. - Consistent track record of over achievement and new account acquisition - Selling to financial services, Banking and/or insurance. - Requires ability to work effectively across organizational lines. As needed, the ability to gain support from multiple levels of management including executive, line of business, finance, IT and legal - Teamwork - Ability to manage resources from multiple groups to meet client needs - Relationship Management: Outstanding written, verbal, presentation and negotiation skills - Educate prospects and help define solutions for their needs - Must be able to work efficiently through change and ability to multi-task. - Experienced and comfortable in a fast-paced, high performance, open concept team environment. - Strong PC skills including use of CRM software, Word, Excel, PowerPoint, and Outlook. - Bachelor’s degree Salary: $150,000 - $170,000 (depending on experience and qualifications) plus commission - 50/50 split. #LI-Remote #LI-HW1

• Collaborate with multiple Field & Inside Sales Account Managers to help drive revenue in an assigned territory • Assist in building and executing a plan to help grow the territory’s business • Work closely in a team approach with Fortinet’s reseller partners, marketing and channel teams to drive deals • Assist with customer presentations and demos via online tools Teams/Zoom • Align with sales, channel and partner teams to support overall company revenue targets • Execute the role with professionalism and align with Fortinet’s core values

• Serve as a senior litigation subject-matter expert in client meetings, advising on litigation consulting, discovery, and trial presentation solutions. • Partner with sales to support strategic business development initiatives and strengthen relationships with key clients. • Translate litigation experience into practical insights that demonstrate the value of the company’s services to trial teams and legal decision-makers. • Develop and deliver compelling product demonstrations, strategic presentations, and CLE programs for clients and industry audiences. • Provide consultative guidance to clients on litigation strategy, case presentation, and discovery-related challenges. • Represent the company at industry conferences, law firm programs, webinars, and other thought leadership initiatives. • Collaborate with internal teams to help shape solutions that address evolving litigation needs.