• Oversee the entire sales process, from generating qualified leads to finalizing contracts. • Conduct thorough discovery calls to gain insights into customer workflows, challenges, and content requirements. • Present engaging product demonstrations customized to address specific customer scenarios (e.g., Sales enablement, Customer education, Onboarding, Documentation). • Develop and sustain a strong sales pipeline within the CRM system, ensuring precise forecasting and maintaining data integrity. • Work collaboratively with BDR, Marketing, and Product teams to enhance conversion rates and improve messaging strategies. • Negotiate pricing, contractual agreements, and commercial terms to secure advantageous deals with prospects. • Consistently meet or surpass monthly and quarterly revenue goals.

• Drive sales through direct-to-consumer selling during in-store events, animations, and masterclasses. • Plan, execute, and lead high-impact consumer activations that generate traffic, conversion, and incremental sales. • Deliver strong selling performance against daily sales targets and overall territory objectives. • Actively engage consumers through product demonstrations, storytelling, sampling, and personalized recommendations. • Identify selling opportunities in-store and adapt approach to maximize results during peak traffic periods. • Own end-to-end execution of in-store events, including planning, scheduling, staffing, and on-site leadership. • Recruit, train, and manage a demonstrator team to ensure consistent execution and selling standards. • Ensure all events are executed in alignment with brand guidelines and commercial priorities. • Partner with store teams to secure optimal event placement, timing, and visibility. • Deliver engaging product knowledge and selling skills training to Beauty Advisors and store staff. • Educate teams on brand positioning, key product benefits, and competitive differentiators to ensure front-line associates can confidently articulate brand messaging and key selling points. • Coach store teams on storytelling, sampling techniques, upselling, and cross-selling. • Audit planogram compliance, tester availability, shelf health, and visual standards. • Partner with store teams to maximize brand visibility during launches, inserts, gift-with-purchase events, and other high-impact periods. • Maintain strong execution standards to support sell-through and brand presence. • Manage an assigned territory with a structured and efficient store routing plan. • Plan daily schedules to maximize productivity, coverage, and selling time. • Travel regularly between stores and regions, requiring comfort with driving and time management. • Prioritize stores and activities based on sales performance, opportunity, and business needs. • Build strong, trusted relationships with Store Managers and Beauty Advisors. • Influence in-store priorities by keeping the brand top of mind and demonstrating value. • Secure incremental opportunities such as additional space, table placement, or added event support. • Translate head office strategies into clear, motivating actions for store teams. • Monitor weekly POS performance to identify gaps, risks, and upside opportunities. • Use sales insights to inform event planning, training focus, and territory prioritization. • Provide timely feedback to head office on consumer reactions, competitive activity, and executional insights. • Track event performance and selling results to support continuous improvement.

Role Description Elastic, the Search Analytics company, is seeking a dynamic Mid-Market 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. As a dynamic Mid-Market Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Mid-Market Accounts in an assigned territory. This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data. What You Will Be Doing - Drive Adoption: - Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Mid-Market 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. Qualifications - A combination of high-level technical curiosity and the gravitas of a value-based seller. - Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement. - 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. - Lead high-stakes contract and pricing discussions. - Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. - Adept at establishing credibility with both technical developers and executive leadership. - Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date. - Use new technologies for performance advantage and deal structuring. - 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. - 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. - Minimum of 16 weeks of parental leave.

• Develop and be responsible for your own annual, quarterly and monthly territory business plan for the region’s education vertical. • Find new prospects from both inbound and self-sourced leads. • Run qualification calls with C-level executives and department leaders in the education sector. • Consistently close both new and install base business at or above quota. • Sell through internal champions to multiple stakeholders, as well as directly to C -level executives. • Work collaboratively with HubSpot's marketing and technology teams to evolve our sales strategy tailored to the education vertical when new features and products are introduced. • Run online and occasionally in person product demonstrations. • Help shape the future of HubSpot's mission, particularly in the education sector, with your perspectives, ideas, and skills