Enterprise Account Executive

Referral Board; Dubai; Hybrid; AED 120,000 - 200,000; Full time

Job summary

A leading AI company seeks a high-energy Enterprise Account Executive in Dubai to drive net-new revenue and manage a defined territory. The role involves building a pipeline, conducting deep discovery, and managing complex negotiations. Successful candidates will have a proven track record in SaaS, strong negotiation skills, and a collaborative mindset. The position offers competitive pay and flexible schedules.

Benefits

Competitive pay based on performance

Health coverage for you and family

Flexible work locations and schedules

Generous vacation days

Donation matching program

Volunteer project support

Parental leave of 16 weeks

Qualifications

• 5+ years closing complex Enterprise deals.
• Ability to apply MEDDPICC or equivalent frameworks.
• History of delivering executive-level presentations.

Responsibilities

• Own your territory and build pipeline.
• Perform deep discovery and qualification.
• Lead high-stakes contract negotiations.

Skills

SaaS quota-carrying success

Expert discovery & qualification skills

Value storytelling

Strong negotiation skills

Technical & cloud fluency

Collaborative mindset

Job description

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud‑based solutions for search, security, and observability help organizations deliver on the promise of AI.

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 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 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 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!

Additional Information – We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• 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 minimum of 16 weeks of parental leave

Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance, or regulation.

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 [e-mail]. We will reply to your request within 24 business hours of submission.