Enterprise Account Executive

Elastic; Dubai; On-site; AED 367,000 - 478,000; Full time

Job summary

A leading AI company in Dubai is seeking an experienced Enterprise Account Executive to drive revenue growth and manage strategic accounts. This role involves building a pipeline, conducting sales negotiations, and collaborating with various teams to deliver exceptional customer outcomes. Candidates should have a proven track record in enterprise sales and be comfortable discussing technical topics related to cloud and observability. Competitive compensation and opportunities for professional growth are offered.

Qualifications

• 5 years closing complex Enterprise deals consistently overachieving targets.
• Proficiency in applying MEDDPICC or equivalent frameworks.
• Experience delivering executive-level presentations.

Responsibilities

• Own your territory & build pipeline through proactive outreach.
• Conduct deep discovery & qualification using frameworks.
• Craft tailored narratives and demos linking capabilities to outcomes.
• Collaborate with stakeholders for deal strategy & accurate forecasting.
• Lead negotiations and discussions on contracts and pricing.
• Position Elastic through technical discussions about cloud economics.
• Work collaboratively with internal teams to drive customer outcomes.

Skills

Proven SaaS quotacarrying success

Expert discovery & qualification skills

Compelling value storyteller

Strong negotiation chops

Technical & cloud fluency

Collaborative mindset

Open Source enthusiasm

Job description

What Is The Role

Elastic the Search AI company is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise 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 Elastics 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 quotacarrying 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 storytellers: 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 Elastics 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

IC