• 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.

• Proactively contact existing clients to upsell FinTech services • Manage a high volume of calls and outreach emails daily • Maintain a pipeline of 200+ active sales opportunities • Provide accurate daily/weekly reporting on pipeline progress • Conduct eCommerce research and client prospecting • Support customers with payment solution integration • Handle data entry and maintain CRM accuracy • Use a consultative, solution-selling approach on all calls • Work Monday to Friday, 10 AM – 7 PM

• Own the membership sales and admissions motion from first touch through final decision, including: • Sourcing and reaching out to prospective members who may be a strong fit for Agency. • Building and managing a pipeline of agency founders and leaders. • Running thoughtful, advisory-style sales conversations with prospective members. • Asking strong questions to understand a founder’s business, goals, challenges, and fit for the network. • Communicating the value of Agency clearly and confidently. • Handling questions, concerns, and objections without becoming pushy or transactional. • Evaluating prospective members against our admissions criteria and membership standards. • Recommending who should be admitted, declined, or nurtured for a future opportunity. • Closing aligned prospective members and supporting a strong onboarding handoff. • Following up consistently and professionally so no strong prospect falls through the cracks. • Keeping pipeline activity, notes, and next steps organized. • Helping build the resources this function needs, including outreach templates, call guides, follow-up systems, CRM workflows, evaluation rubrics, and admissions processes. • Sharing feedback from the market to help refine our positioning, qualification criteria, and member experience.