• Achieve sales quotas for allocated customers on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan. • Develop marketing plans with the marketing team to drive revenue growth. • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace. • Prospect qualification and the development of new sales opportunities and ongoing revenue streams. • Arrange and conduct Executive and CxO discussions and positioning meetings. • Sales process management and opportunity closure. • Ongoing account management to ensure customer satisfaction and drive additional revenue streams. • Be familiar with solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities.

• Own and grow a $100M ARR strategic partnership, delivering a minimum of 30% year-over-year growth through disciplined pipeline development, commercial expansion, and joint go-to-market execution. • Develop, maintain, and execute a rolling multi-year strategic partnership plan that aligns WooCommerce's roadmap and capabilities with the partner's commercial objectives and market position. • Identify, scope, and close expansion opportunities—including new geographies, product lines, merchant segments, and revenue-share structures—that unlock mutual value. • Define and track the commercial KPIs, milestones, and leading indicators that reflect the health and trajectory of the partnership. • Build and sustain deep, trusted relationships across all levels of the partner organization, from C-suite and VP-level sponsors to operational and technical teams, ensuring alignment, advocacy, and momentum at every tier. • Serve as the primary executive point of contact for the partner, driving QBRs, annual planning sessions, and escalation resolution with authority and credibility. • Internally, act as the single accountable owner for the partnership, managing a broad set of stakeholders across product, engineering, marketing, legal, finance, and operations to secure alignment, investment, and execution commitment. • Proactively manage partner satisfaction, anticipate friction points, and resolve issues before they become relationship risks. • Lead the development and ongoing refinement of a comprehensive multi-year joint business plan, including growth targets, investment requirements, capability milestones, and market expansion priorities. • Build and present compelling business cases to senior WooCommerce leadership to secure the resources, budget, and organizational commitment required to execute on the partnership strategy. • Translate high-level strategic goals into phased, actionable execution plans, balancing ambition with operational realism, and managing progress rigorously. • Drive accountability across internal teams through clear ownership assignment, milestone tracking, and regular executive reporting. • Implement structured frameworks for ongoing partner evaluation using competitive analysis, industry benchmarks, and financial modeling—ensuring the partnership remains best-in-class relative to market alternatives. • Maintain a deep, current understanding of the global payments ecosystem—including acquiring, PSPs, alternative payment methods, payment network rules, interchange economics, and bank transfer cost structures—and apply that knowledge to sharpen partnership strategy and commercial positioning. • Actively monitor the market for emerging payment technologies, capabilities, and competitive dynamics that could enhance WooCommerce’s merchant value proposition, reduce underlying costs, or create new revenue opportunities through this partnership. • Use technical fluency in payment capabilities to assess integration feasibility, validate business cases, and ensure that commercial terms are grounded in a clear understanding of product and operational realities. • Translate payment capability gaps and merchant needs into concrete partnership priorities, working closely with product and engineering to align partner roadmap commitments with WooCommerce’s strategic direction. • Drive global partnership growth by identifying and activating opportunities across geographies, adapting strategy to local market dynamics while maintaining a coherent global framework. • Collaborate with marketing, product, and sales teams to develop and execute joint go-to-market initiatives, including co-selling, co-marketing, merchant acquisition programs, and partner-led revenue acceleration. • Represent WooCommerce's strategic interests in commercial negotiations, contract renewals, and partnership expansions, crafting creative commercial structures that optimize for both strategic flexibility and economic outcomes. • Establish and maintain robust reporting mechanisms to track partnership performance, commercial outcomes, and strategic milestones—delivering consistent, data-driven updates to senior leadership. • Build scalable processes and frameworks that enable efficient collaboration between WooCommerce and the partner across geographies and functions. • Manage contract amendments, commercial reviews, and renegotiations with rigor and commercial discipline. • Thrive in ambiguity: able to define structure, process, and direction in fast-moving, resource-constrained environments where the path forward is unclear.

• Develop new and grow existing business to increase profits for the branch/region. • Develop relationships and communicate with customers via phone, email or occasional in person visits. • Build relationships with potential customers to establish trust and rapport. • Demonstrate product knowledge to answer customer questions and inquiries and offer solutions to meet customer needs. • Close customer deals through generated leads and telephone prospecting. • Increase market share in both new and established markets. • Collaborate with other sales team members, operations and the inventory center staff to provide solutions to customers and an exceptional customer experience. • Place a high volume of quality outbound phone calls for the purpose of building relationships and matching our products and services to each customer's needs. • Maintain accurate records in the division’s database on customer quotes, specifications and special requests; meet minimum entry requirements daily. • Develop relationships within various networking organizations or industry associations. • Achieve/exceed sales related quotas and goals. • Perform other duties as assigned.

Role Description Elastic, the Data Analytics, AI, Search, Observability & Security company; is seeking a dynamic Enterprise 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 Enterprise Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Enterprise 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) Enterprise 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. What You Bring - The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller. - Proven Track Record: Success in SaaS subscription sales in Enterprise accounts, evidenced by overachievement. - Value Storytelling: 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. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. - Relationship Building: Adept at establishing credibility with both technical developers and executive leadership. - Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date. - Ability to create alignment across teams to accelerate deals. - AI Mindset: Use new technologies for performance advantage and deal structuring. - Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions. 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. 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.