Role Description Elastic, the Search AI company, is looking for a high-energy, hunter-minded Senior Account Executive to own and grow our Managed Security Service Provider (MSSP) ecosystem across the UK and Ireland. This is a dual-motion role: recruit net-new MSSP partners into the Elastic programme and expand the commercial footprint of existing MSSP relationships—driving revenue both ‘to’ and ‘through’ partners. The UK managed security services market is growing at nearly 12% per year. Forward-looking MSSPs are moving away from legacy SIEM platforms toward Elastic Security: an agentic platform with resource-based pricing that scales with partner economics. You will help MSSPs unlock the value of Elastic’s AI-driven threat detection, native automation, and open architecture—enabling them to serve more customers with better margins and a genuinely differentiated service. What You Will Be Doing - Recruit & develop new MSSP partners: Identify and engage target MSSPs and security-focused MSPs across UKI, leading the conversation from prospecting through programme enrolment and first revenue. - Grow existing MSSP relationships: Own a portfolio of established partners; build joint business plans, define security service roadmaps, and expand Elastic’s footprint across their customer base. - Build & forecast an accurate pipeline: Manage a healthy pipeline of ‘to’ and ‘through’ partner opportunities, maintaining ≥90% forecast accuracy and CRM hygiene throughout. - Tell the Elastic value story: Deliver tailored narratives connecting Elastic Security’s platform—Attack Discovery, AI Assistant, Workflows, Agent Builder, resource-based pricing—to the commercial outcomes MSSPs care about: margin, scalability, and differentiation. - Shape the partner’s security roadmap: Collaborate with partner product and operations teams to build a capability roadmap on Elastic, enabling scalable managed security service delivery across cloud, on-premise, or hybrid. - Enable partner sales & technical teams: Train MSSP teams on Elastic’s proposition and co-create joint go-to-market plans aligned to the Elastic Partner Programme. - Convert MSPs to recurring security revenue: Guide traditional MSPs and VAR partners from transactional resale into profitable, recurring managed security services built on Elastic. Qualifications - Proven MSSP/MSP sales track record: 5+ years of quota-carrying experience with managed service or managed security providers, consistently overachieving in a consumption or recurring revenue model. - Hunter mentality: Demonstrated ability to identify and land net-new partner relationships from a target list—you generate your own pipeline and thrive in a high-growth environment. - Expert discovery & qualification: Applies MEDDPICC or equivalent frameworks to drive disciplined pipeline management and eliminate low-probability deals early. - Security domain fluency: Working knowledge of the MSSP landscape, SIEM/XDR market dynamics, and the business model pressures facing Tier 2/3 security providers in UKI. - Technical & commercial literacy: Comfortable discussing cloud economics, resource-based pricing, multitenancy architectures, and how AI-driven triage translates to MSSP margin improvement. - Negotiation & closing capability: History of landing multi-year, high-ACV partner agreements while protecting margin and securing CxO buy-in. - Collaborative & coachable: Partners effectively with internal teams and embodies Elastic’s values of community, openness, and distributed innovation. Bonus Points - Experience at an open-source, developer-centric, or Search AI infrastructure company. - Familiarity with SIEM/XDR/EDR use cases in an MSSP delivery context, or experience displacing legacy SIEM vendors (Splunk, QRadar, Sentinel). - An existing network of MSSP or SOC-as-a-service relationships across UKI. - Genuine appreciation for open-source communities and the Elastic model. 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.

• Identify prospective partners in your territory and build meaningful and durable revenue-generating relationships with a diverse group of prospective clients, from elected officials to private-sector business leaders. Lead execution and strategy for full-cycle Sales efforts across your territory, working to make transit better for your community, and your region’s communities. • Strategically navigate your market’s unique buying landscape using research strong analytical skills to build compelling, data-driven business cases for our platform and demonstrate our value proposition across a range of verticals. • Be a thought partner to prospective clients by educating and consulting with them to develop regional transit plans and find funding mechanisms within your market. • Champion our mission and technology as the “face of Via” by leading local marketing campaigns, speaking at conferences, and providing consistent thought leadership in the mobility space.

• Manage the entire Sales Cycle in the assigned territory - Opportunity creation to close • Research and analyze target accounts to identify key decision-makers and influencers • Prospect, develop and close a rolling pipeline of opportunities • Identify and develop upsell and cross-sell opportunities, expanding relationships within existing accounts • Continuously refine and improve sales strategies and processes for greater efficiency and effectiveness • Work closely with the account team, including Account Executives, Customer Success Managers, and Business Development Representatives, to ensure seamless execution of goals • Prepare and deliver sales projections/forecasts to management • Conduct impactful sales meetings with key accounts to showcase value, address challenges, and secure commitments

Role Description The Account Executive (AE) role in Zyte is considered a business critical position. It’s this cohort of the sales organisation that drives new business acquisition and top-line revenue growth. The Sales team is highly target oriented, tasked with achieving monthly and quarterly booking, while also strategically driving growth in areas dictated by strategic business needs. In your role, you will be primarily responsible for winning business in net new accounts. You will create opportunities through outbound campaigns focused on strategic targets. This isn’t about waiting for leads to land in your lap—it’s about aggressive, strategic territory conquest. Your aim will be to understand the customer's business goals and needs and meet target expectations by offering Zyte products that are qualified as ‘best fit’ given your expert product knowledge. Key Responsibilities - Possess significant experience in outbound sales with complex Enterprise level organisations. - Build your pipeline by finding entry points into the most strategic accounts and deliver strong tailored value propositions. - Generate appointments by means of email, phone, social media, and networking to qualify and market Zyte solutions to potential customers. - Proactively contact strategically important prospects to create opportunities and win business. - Use strong selling and influencing skills to gain customer commitment, progress opportunities, and close deals. - Have experience dealing with complex architecture and deep POCs. - Have a polished sales methodology, ideally with knowledge of Command of the message and MEDDPICC. - Log, track and maintain customer contact records and generally update the CRM system to a very high standard. - Physically attend customer meetings and conferences where required. - Have a mindset of owning your territory and business. Qualifications - 5+ years of experience in an outbound sales role in the Enterprise space. - Demonstrated ability to meet and/or exceed determined sales and activity quotas. - Energy, enthusiasm, and the ability to work under pressure to meet deadlines and demanding targets. - Strong deal closing and negotiation skills. - Ability to work effectively in a team environment and collaborate. - High level of analytical and organisational skills and excellent attention to detail. - Understanding of data harvesting / web crawling is a plus - but not required. - Previous experience working in a SaaS / PaaS Account Management or Sales position, specifically selling to Enterprise accounts. - Excellent communication and interpersonal skills. - Exceptional discovery skills and ability to tailor strong value propositions. - Creativity, and initiative combined with commercial awareness. Benefits - Become part of a self-motivated, progressive, multi-cultural team. - Have the freedom & flexibility to work remotely. - Get the chance to work with cutting-edge open source technologies and tools.