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, the Search AI company, is seeking a dynamic Federal Account Executive. As an integral part of our growth strategy, you will play a key role in growing our presence within the United States Department Department of Treasury customer accounts. This is an opportunity for those who are passionate about empowering Public Sector organizations through ground breaking AI powered search technology and analytics, enabling them to unlock the full potential of their data. What You Will Be Doing: - Drive the adoption of Elastic's AI-powered search solutions within new Federal Civilian accounts and deepen our engagement with existing ones. - Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights. - Champion our Open Source offerings, articulating the value and capabilities of our sophisticated commercial features. - Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently. - Proactively identify new business opportunities with customers, effectively navigating complex sales cycle. - Develop a comprehensive business plan using community, customer, and partner ecosystems to drive significant growth within your territory. What You Bring: - A proven track record in SaaS subscription sales, particularly in complex accounts, evidenced by quota overachievement and strong customer references. - Demonstrated experience selling to Federal Civilian agencies in particular The Department of Treasury. - In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM, and Cloud. - Adept at building relationships and establishing credibility with both developers and executives. - Consistent and accurate sales forecasting skills using SFDC. - Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions. - Prior experience selling into the Enterprise accounts included in this territory. Bonus Points: - Experience in selling within an Open Source model. If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI powered search, we want to hear from you! 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—$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.

Join the Market Leader in Electric Power Data and Analytics Solutions The electrical grid is the largest and most complicated machine ever built. Yes Energy’s industry-leading electric power trading analytics software provides real-time visibility into the massive amount of data generated by the North American electrical grid daily. Our unique and innovative view of the data informs real-time trading decisions and mid-to-long-term investment decisions that keep utility prices low, support the energy transition, and keep the grid running. It’s both challenging work and work with a purpose. Be a part of our successful, growing business during international transformation. Position Summary The Senior Account Executive is a high-impact sales leader responsible for bringing in new account revenue and expanding Yes Energy’s footprint within the international electric power industry. You will be part of a team that identifies prospective customers, understands their strategic requirements, and maps them to our industry-leading solutions. This role is critical to our strategic plan to expand offerings into emerging global sectors and deregulated power markets. You will act as a strategic advisor, leveraging deep industry expertise to drive revenue growth through a consultative and team-based sales approach. Position Details - Salary range: NZD $100K–$180K - Location: Remote (New Zealand) - Employment Type: Full-time - Reporting to: Sales Manager, APAC - Travel requirements: Up to 25% throughout the territory as needed - Applicants must be legally authorized to work in the country where the position is based, without the need for current or future employer sponsorship. Primary Responsibilities - Drive New Business: Execute a territory strategy to identify, drive, and close new business opportunities within the APAC deregulated energy markets (Japan, Australia, New Zealand, and the Philippines). - Consultative Selling: Engage in a solution-selling approach that aligns complex prospect needs with Yes Energy's software and data offerings. - Executive Engagement: Confidently lead discovery, presentations, and B2B negotiations at the C-Suite level. - Strategic Planning: Prepare and maintain detailed territory and account plans to consistently meet and exceed sales goals. - Pipeline Management: Utilize Salesforce to provide accurate forecasting and feedback on pipeline health and progress. - Market Expertise: Stay updated on global industry news and trends, specifically how they affect energy trading and deregulated markets. - Cross-functional Collaboration: Partner with technical sales, marketing, and analysis teams to guide prospects through the complete "Buyer’s Journey". - Customer Advocacy: Build and strengthen long-term relationships as a trusted advisor, ensuring the delivery of accurate and proactive information. Minimum Qualifications - Education: Four-year university degree or equivalent professional experience. - Sales Experience: Minimum of 4 years in a new business sales role with a successful history of over-quota achievements. - Industry Expertise: Minimum of 2 years' experience working in the APAC Power Industry, specifically calling on Executive and C-Level stakeholders within APAC power markets. - SaaS Background: Minimum of 2 years' experience selling SaaS solutions specifically for Energy Markets. - Negotiation Skills: Proven ability in B2B negotiations and formulating complex deal structures. - Language Skills: Professional fluency in English; proficiency in Japanese is preferred. Key Competencies & Preferred Qualifications - Sales Execution: Proven prospecting, presentation, and territory management skills. - Strategic Thinking: Ability to understand a prospect's business and respectfully challenge their thinking with new solutions. - Stakeholder Focus: A "service first" mentality that puts the customer's strategic requirements at the core of the work. - Technical Proficiency: Expert knowledge and usage of Salesforce for documentation and process adherence. - Ownership & Initiative: Ability to work independently, manage multiple projects, and prioritize tasks while meeting critical deadlines. - Effective Communication: Impeccable oral and verbal communication skills tailored for executive-level presentations. At Yes Energy, we value connecting directly with candidates. We kindly ask that third-party recruiters and agencies not submit resumes, as we are not open to external recruiting partnerships. ABOUT YES ENERGY Overview Yes Energy delivers real-time market data and electric power trading decision solutions. Over 1,000 market participants use Yes Energy solutions daily. The business is a leader in all aspects of information content collection and management, developing and delivering data and market analytics solutions. Since its inception in 2008, Yes Energy has become a trusted and respected supplier of innovative and reliable solutions focused on the needs of power market analysts, traders, and trade managers. Yes Energy has a team of over 350 amazing professionals in Boulder, CO (HQ); Boston, MA; Chicago, IL; Glendora, CA; Richmond, VA; London, United Kingdom; Auckland, New Zealand, Tokyo, Japan; and Bucharest, Romania. Culture Yes Energy has been named one of the Best Places to Work in Colorado, and we have the culture to prove it. At Yes Energy, we care about saying “Yes” to customers. We like to listen, learn, and develop our solutions in line with their needs. We think about customers as business partners, and when we help them be more successful … we are more successful, too. Around the office, our culture is driven by some pretty fundamental values that we’re proud of: - We love innovation and solving tough challenges; - We are “high standards people” who combine passion and pride with hard work and rewards of all kinds-- in an ethic that is consistent across the company; - We’re team-focused with a flat hierarchy-- we work in small teams on well-defined projects that directly impact the success of the business; - We play to the strengths and experience of each person while each of us also works along a continuum of roles adjacent to our focus area. This presents the challenge of maintaining a broad set of skills as well as an opportunity to learn and contribute in many ways; - We are constantly growing. Professional development happens every day and every year. Compensation and Benefits We offer highly competitive salaries and real bonuses that are achievable and that you can impact. Our benefits package is also very competitive, including medical insurance, a 401 (k) Plan with matching, flexible vacation, and flexible work schedules. Yes Energy encourages and funds investment in both formal and informal professional development. At Yes Energy, we are dedicated to building a diverse, inclusive, and authentic workplace. If you’re excited about this role but your experience doesn’t perfectly align with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles. In accordance with Colorado law, the range provided is Yes Energy’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower based on non-discriminatory factors such as location, experience, knowledge, skills, and abilities. Yes Energy provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Yes Energy complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

• Drive revenue by converting inbound leads into closed business through consultative selling, timely follow-up, and strategic engagement across channels (calls, email, social, events). • Build and maintain strong, long-term relationships with clients by understanding their business needs, positioning tailored solutions, and acting as a trusted advisor to drive retention and expansion. • Own and manage a healthy sales pipeline, ensuring accurate forecasting, consistent activity, and progression of opportunities through each stage of the sales cycle. • Identify and execute opportunities to expand by increasing wallet share through cross-selling, upselling, and program enhancements. • Partner with internal teams (operations, marketing, customer experience) to ensure seamless onboarding, execution, and high client satisfaction. • Maintain a strong understanding of market trends, customer buying behaviors, and competitive offerings to effectively position solutions and influence decision-making.

At Lighthouse, we’re on a mission to disrupt commercial strategy for the hospitality industry. Our innovative commercial platform takes the complexity out of data, empowering businesses with actionable insights, advanced pricing tools, and cutting-edge business intelligence to unlock their full revenue potential. Backed by $370 million in series C funding and driven by an unwavering passion for growth, we’ve welcomed five companies into our journey and have surpassed $100 million in ARR in 2024. Our 850+ teammates span 35 countries and represent 34 nationalities. At Lighthouse, we’re more than just a workplace – we’re a community. Collaborative, fun, and deeply committed, we work hard together to revolutionize the hospitality sector. Are you ready to join us and shine brighter in the industry’s most exciting rocket-ship? 🚀 What you will do #LI-Remote We are expanding internationally and are looking for a full-time Account Executive in Mexico City, Mexico. Where you will have impact - Prospect to sell the Lighthouse tools to small, medium and large hotels. - Source potential client opportunities via cold calling, (cold) emailing campaigns, and through interaction with professional industry network groups. - Build, organize, and execute a business development plan to achieve business aims and sales targets. - Integrate generative AI tools to streamline lead generation, personalize outreach at scale, and enhance the speed and quality of client communications. - Utilize and develop innovative strategies to maximize results and win over challenging targets. - Respond to all incoming product enquiries, referrals, and leads in a timely and effective manner. - Preparation of accurate quotes, development, and presentation of proposals to clients in a professional and confident manner. - Organization of online (WebEx webinar) or personal product demonstrations and advanced training sessions. - Maintain accurate records of your business development activities on Lighthouse's CRM system. - Achieve sales KPI's and targets. - Sales to be finalized in a timely manner, with a focus being placed on being proactive. - Maintain regular contact with prospective clients and new accounts. - Continue to identify upgrade opportunities with the existing client base and generate new sales from these organizations. - Contract negotiation as required, maintaining a balance between optimal service, value for the client and Lighthouse profit margins. - Ensure all documentation is complete post-sales to set up trials, and to move the client to a subscription. - Provide client feedback on products to the Product Development team so that products can be reviewed in line with the feedback. - Attend meetings, (inter)national conferences and organize regional road shows as required. - Demonstrate commitment to the team to ensure the team achieves its goals, objectives and service level agreements (SLA's). - Adopt the relevant processes, procedures, and policies to ensure a consistently high level of service is adhered to. - Where necessary, identify short falls in the process and procedures and suggest process improvements. About our team Join our dynamic Revenue team of over 150+ sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry. As a large department with various roles, our team offers many opportunities for growth and career development. Our team works closely with customers, (including hotels, chains, STR and more) to help them achieve their revenue goals. As a member of our team, you'll have the opportunity to work with a dynamic group of professionals, learn from experienced leaders, and contribute to the success of our organization. What's in it for you? - Flexible time off: Autonomy to manage your work-life balance. - Collaborative team: High-bar, friendly, creative, and passionate colleagues. - Career development: Workshops, frameworks, tools, training, and processes to realize your full potential. - Impactful work: Shape products relied on by 85,000+ users worldwide. - Referral bonuses: Earn rewards for bringing in new talent. Who you are - A minimum of a Bachelor's Degree in Hospitality, Business, Communication, Finance, Economics or other relevant field - You have 2+ years relevant experience in business development in the hospitality business, or with a SaaS company - Relevant experience in revenue management or knowledge of different Hotel PMS & RMS software is a big plus - You are able to effectively interface with all levels and teams on a formal, informal, written and verbal basis - You are comfortable navigating software and conducting webinars/tutorials - You have a focused, “hunter” mentality to find, solicit, and drive new business to the company - You are fluent in English and preferably one other native language - You have experience with SalesForce, or other CRM systems and related sales tools - You are tech-savvy and comfortable integrating AI-driven workflows into daily routines to enhance personal productivity and stay ahead of industry trends - Of course, you have excellent written and oral communication skills and demonstrates a high level of diplomacy Thank you for considering a career with Lighthouse. We are committed to fostering a diverse and inclusive workplace that values equal opportunity for all. We welcome candidates from all backgrounds, regardless of age, gender, race, religion, sexual orientation, and disability. We actively encourage applications from individuals with disabilities and are dedicated to providing reasonable accommodations throughout the recruitment process and during employment to ensure all qualified candidates can participate fully. Our commitment to equality is not just a policy; it's part of our culture. If you share our passion for innovation and teamwork, we invite you to join us in shaping the future of the hospitality industry. At Lighthouse, our guiding light is to be an equal opportunity employer, and we encourage individuals from all walks of life to apply. Not ticking every box? No problem! We value diverse backgrounds and unique skill sets. If your experience looks a little different from what we've described, but you're passionate about what we do and are a quick learner, we'd love to hear from you. We value the unique perspective and talents that you bring, and we're excited to see how your light can shine within our team. We can't wait to meet you and explore how we can grow and succeed together, illuminating the path towards a brighter future for the industry.