• Achieve and exceed annual revenue quota (with focus on enterprise deals of $100K+) • Own the full sales cycle from prospecting through close • Build, manage, and maintain a robust pipeline in HubSpot CRM • Conduct discovery to understand customer environments, technical challenges, and business goals • Engage executive stakeholders and technical buyers with clear, outcome-driven messaging • Identify and drive upsell and cross-sell opportunities within accounts • Collaborate with pre-sales, consulting, and delivery teams to design tailored solutions • Position Loop1’s observability and AIOps offerings using a consultative / Challenger approach • Travel up to 50% as needed

• managing the entire sales cycle • owning a territory with prospects and customers across a variety of industries • collaborating cross-functionally with colleagues in marketing, product management, and sales engineering • showcasing the business value of Dataiku’s platform

Role Description Elastic, the Search AI company, is seeking a dynamic Field Sales Account Executive Mid Market. As an integral part of our growth strategy, you will play a key role in expanding our presence within mid market customer accounts. This is an opportunity for those who are 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 the adoption of Elastic's AI-powered solutions by deepening our engagement with existing accounts and engaging with new groups within these customers. - 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. - Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently. - Collaborate closely with various Elastic business functions to ensure an exceptional customer experience. - Proactively identify new business opportunities with customers, successfully navigating complex sales cycles. - Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within your territory. Qualifications - A proven track record in SaaS subscription sales, particularly with cross sell motions within accounts, evidenced by quota overachievement and strong customer references. - In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM. - 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. Compensation - Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). - The typical starting OTE range for new hires in this role is: - $188,800 — $298,700 USD - 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. - This role is currently eligible to participate in Elastic's stock program. - Our total rewards package 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. 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. Additional Information - Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. - 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.

• Directly drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top tier accounts. • Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability. • Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships. • Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients. • Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector. • Demonstrate a strong understanding of Zendesk products and align them with clients’ business objectives to secure product expansion and customer satisfaction. • Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue. • Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals. • Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions. • Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution. • Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions. • Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends.