Account Executive

Elastic; Dubai; On-site; AED 257,000 - 368,000; Full time

Job summary

A leading technology company in Dubai is seeking a high-energy Account Executive to drive net-new revenue and expansion within strategic accounts. You'll be responsible for building your own pipeline and closing complex multi-stakeholder deals. The ideal candidate has 5 years of experience in closing enterprise deals and must have a strong understanding of cloud economics and collaborative skills.

Qualifications

• 5 years closing complex Enterprise deals consistently overachieving targets.
• Demonstrated ability to apply MEDDPICC or equivalent frameworks.
• History of delivering executive-level presentations and demos.

Responsibilities

• Develop and execute a proactive outbound cadence that generates opportunities.
• Uncover pain and business impact using frameworks like MEDDPICC.
• Craft and deliver tailored narratives and live demos.
• Collaborate with customers to build formal close plans.
• Lead high-stakes contract and pricing discussions.
• Position Elastic as the Search AI platform.
• Work with internal teams to accelerate deals.

Skills

Proven SaaS quota-carrying success

Expert discovery & qualification skills

Compelling value storytelling

Strong negotiation chops

Technical & cloud fluency

Collaborative mindset & coachability

Open Source enthusiasm

Job description

What Is The Role

Elastic the Search AI company is looking for a high-energy Account Executive to drive net-new revenue and expansion within strategic accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story and close complex multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency and cross‑functional collaboration and is critical to our growth in the Enterprise segment.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates 50 % of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget and decision criteria using frameworks like MEDDPICC so you chase only the highest‑confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search Observability and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up‑to‑date, maintaining 90 % forecast accuracy within 10 %.
• Executive negotiation & closing: Lead high‑stakes contract and pricing discussions, defend your value structure, give/get trades and land multi‑year consumption commitments.
• 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.
• 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

• Proven SaaS quota‑carrying success: 5 years closing complex Enterprise deals consistently overachieving targets in a consumption‑based or usage‑model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low‑probability deals.
• Compelling value storytelling: Track record of delivering executive‑level presentations and demos that tie product capabilities to real dollars saved, revenue gained or risk mitigated.
• Strong negotiation chops: History of landing multi‑year high‑ACV contracts while protecting margin and securing executive stakeholder buy‑in.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback and embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open‑source communities and the Elastic model (bonus if you’ve sold or advocated in an OSS context).

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.

If you’re driven to build your own pipeline, master complex deal cycles and help customers unlock the power of Search AI, we’d love to talk. Apply today!

Required Experience: