Armis, the cyber exposure management & security company, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. In a rapidly evolving, perimeter-less world, Armis ensures that organizations continuously see, protect and manage all critical assets - from the ground to the cloud. Armis secures Fortune 100, 200 and 500 companies as well as national governments, state and local entities to help keep critical infrastructure, economies and society stay safe and secure 24/7. Armis is a privately held company headquartered in California. The role... As an Account Executive - State and Local you will acquire new customers and manage existing accounts within a specific geographic territory. You will present Armis’s overall business value and product capabilities to potential clients, match our strengths to our client's needs, and help our partners become trusted advisors for identity asset management. The successful candidate has established executive-level contacts and is flexible and adaptable to changing situations. You must be results-driven, customer-focused, technologically savvy, and innovative at building internal relationships and external partnerships. What you'll do... - Identify, develop, and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively. - Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets. - Target and gain access to decision-makers in key prospect accounts in the assigned territory. - Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CISO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. - Collaborate with operative peers across functions (including Field Sales, Channel, Marketing, Sales Operations, Sales Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. - Work cooperatively with partners to leverage their established account presence and relationships. - Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com - Builds and maintains a network of sources from which to identify new sales leads. - Communicates with enterprise customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs. - Demonstrates the functions and utility of products or services to customers based on their needs. - Ensures customer satisfaction through ongoing communication and relationship management: resolves any issues that may arise post-sale. - Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest. What we expect... - A minimum of 7 years of experience selling software-based solutions to senior management and executive level required - Background in selling security software -based solutions at the Enterprise level (5,000 users and above) is required - Proven record of achieving or exceeding assigned quota - Referenceable customer and partner contacts within your specified geographic territory Salary range guidance for this position is: $150,000 - $170,000 The salary range listed does not include other forms of compensation or benefits (e.g. i.e. bonuses, commissions, stocks, health insurance benefits, etc.) offered to candidates. Visit our careers site for more information on benefits at Armis. The choices you make in your career journey matter. You want to do interesting work in an important field while also having time to live your life, which is why we place so much value in your life-work balance. Armis sets you up for success with comprehensive health benefits, discretionary time off, paid holidays including monthly me days, and a highly inclusive and diverse workplace. Put your unique experiences and perspective to work in an environment where they will enable you to thrive, grow, and live your life with integrity. Armis is proud to be an equal opportunity employer. We never discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran status, genetic information, marital status or any other legally protected (or not) status. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. Please click here to review our privacy practices.

Senior Account Executive Extenteam | Full-Time | Remote – United States | Sales Reporting to: Head of Revenue Location: Remote-Flexible (U.S.-based) | In-Person Training in Miami + Regular Travel Required Compensation: $90,000 base + $55,000 on-target variable | $145,000 OTE | Uncapped About Us We're Extenteam — a lean, high-output team that's built a $10M ARR business in the short-term rental industry and is now scaling fast. We're transitioning from a professional services model to a software-first, subscription-led business, and we need the right people to help us get there. Our flagship product, Tailwind, is a guest communication platform that blends SaaS automation with a shared services layer — built specifically for short-term rental and property management operators. We also place Dedicated Team Members (DTMs) with operators who need trained, reliable overseas talent on a recurring premium model. We are 50 people at the core with 350+ DTMs supporting our customers. No bureaucracy. No endless approval chains. If you have a good idea, you say it, and it gets heard. We move, we build, and we win together. We're not looking for someone to manage a territory from a spreadsheet. We're looking for someone to hustle alongside us — someone who takes it personally when a deal slips, who obsesses over their pipeline the way operators obsess over their properties, and who wants to be part of building something real. The Opportunity This is a full-cycle, quota-carrying AE role with a clear focus on Tailwind software sales. You'll own new business development across your assigned region, with a compensation structure that rewards software and platform deals above all else. The STR industry is fragmented, relationship-driven, and largely underserved by great SaaS. You'll be speaking to operators and property managers who genuinely need what we've built — your job is to find them, earn their trust, and close. This is not a role for someone who wants to coast on inbound leads or needs a lot of hand-holding. It's for someone who wakes up thinking about their pipeline. A note on remote: This role has flexibility, but it is not a hide-behind-your-laptop job. You'll start with in-person onboarding and training at our Miami office, travel regularly for industry events and prospect meetings, and show up in person whenever showing up in person is what closes the deal. If your ideal job is 100% on a computer from your couch, this isn't it. What You'll Own - Pipeline from zero. You build it. You own it. No one is handing you leads on a silver platter. - Run discovery, demos, proposals, and close — full-cycle, top to bottom. - Prioritize Tailwind platform deals and enterprise partnerships; support DTM deals as part of a complete solution. - Work the phones, LinkedIn, email, text, and in-person events — whatever it takes to get in the room. - Travel to STR industry conferences, trade shows, and key prospect meetings throughout the year — this is a core part of how you build pipeline, not an optional add-on. - Complete onboarding and initial training in person at our Miami office — we invest in getting you ramped right from day one. - Use AI tools to work smarter — automate the admin, spend time on conversations that close. - Keep CRM tight. If it's not in HubSpot, it didn't happen. - Feed insights back to the product and leadership team — your voice shapes the roadmap. Quota & Commission Structure Your quota is weighted toward software, because that's where we're going as a business. Deal Type ACV Commission Rate Tailwind (SaaS + Shared Services) ~$18,000 ARR Higher rate DTM (Dedicated Team Members) ~$30,000 ARR Standard rate Enterprise Tailwind / Custom $500K–$700K+ ARR Accelerated - Annual quota target: ~$650,000 ARR (60% weighted toward Tailwind/software) - Accelerator at 100% quota: 1.5x commission rate - Accelerator at 125% quota: 2x commission rate - Upside is uncapped. If you close $1.5M, your W2 reflects it. Who You Are Required - 3+ years of full-cycle B2B sales experience with a provable track record of hitting or exceeding quota - You're a hunter — you've built pipeline from scratch before, and you know what that takes - CRM discipline (HubSpot preferred) — you manage your pipeline like a professional - Exceptional written and async communication — you move deals forward between calls, not just on them - Ability and willingness to travel 25–30% — conferences, trade shows, prospect visits, and team meetups; no travel restrictions - Willing and able to travel to Miami for initial onboarding, training, and periodic team offsites - Sales is your priority — not a side hustle, not a stepping stone; you are all in - U.S.-based Preferred - SaaS or subscription sales experience - Short-term rental, hospitality, or property management industry background - SMB and mid-market selling experience — you know how to run fast cycles and still close enterprise when it counts - Experience in a fully remote role — you don't need an office to stay sharp What We Don't Want - Someone who needs to be managed - Someone who treats prospecting as someone else's job - Someone who confuses being busy with being productive - Someone who applied because "remote" was in the title and has no intention of getting on a plane - Someone for whom sales is one of several priorities What Success Looks Like 30 days — You know our product cold. You understand the STR competitive landscape. Your first outbound sequences are live and your pipeline is being built. 60 days — Pipeline is qualifying. First Tailwind demos are done. CRM is tight and deal velocity is real. 90 days — First deals closed or at the finish line. You've established a presence in your region. Your quota trajectory is clear. Key Attributes We're Hiring For Relentless. You don't take silence as a no. You find a way in because that's just how you're wired. Ownership mindset. Your region is your business. You treat it that way. Voice at the table. You're not a cog. You're a contributor. We want your market intelligence, your pattern recognition, and your ideas — not just your closed/won column. Execution over excuses. We're a small team. Everyone ships. Everyone closes. Everyone takes pride in doing great work. Why Extenteam - Uncapped upside — a strong closer here can earn $200K+ - Direct access to leadership — you'll work side-by-side with the Head of Revenue and have direct visibility to the Founder - Voice at the table — your feedback shapes product, go-to-market, and how we win - Real market whitespace — the STR industry is fragmented and largely underserved; you're not walking into a saturated market - Flexibility with accountability — you manage your own schedule, but results are what matter Our Interview Process We move fast. Expect to complete the process within 2 weeks. - Intro call with Founder (30 min) - Head of Revenue interview (60 min) - Case study or take-home assignment - Reference checks and offer To apply: Record a short one-minute video explaining why you want to be part of Extenteam and what makes you the right person for this role. We'll know in the first 30 seconds if you've got it.

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 70/30 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—$179,200 USD The typical starting Target Variable range for this role is: $113,200—$179,100 USD The typical starting On-Target Earnings (OTE) range for this role is: $226,500—$358,300 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.

• Own the full sales cycle from prospecting through close. • Drive a heavy outbound pipeline targeting Private Equity firms and Venture Capital firms. • Book and run discovery calls with portfolio operations teams, investment leaders, and decision makers responsible for portfolio performance. • Conduct demos and clearly communicate the value of the platform. • Close SaaS deals in the $30K to $70K ARR range. • Build relationships with Private Equity and Venture Capital professionals who influence vendor selection across portfolio companies. • Maintain strong pipeline management and forecasting discipline. • Work closely with company leadership as the sales motion evolves. • Provide feedback from the market to help refine positioning and messaging.