Inside Sales Representative, Central EMEA (Public Sector)

Referral Board; Barcelona; Presencial; EUR 50.000 - 70.000; Jornada completa

Descripción de la vacante

A global technology company is seeking an Inside Sales Representative in Barcelona to drive new business and expand existing accounts. The ideal candidate will have proven success in SaaS sales, strong negotiation skills, and the ability to convey value through presentations. This role involves building a pipeline, conducting deep discovery, and collaborating across teams to deliver exceptional outcomes. Join a diverse and inclusive organization dedicated to innovation and customer success.

Servicios

Diversity and inclusion

Remote-friendly policies

Formación

• 3+ years of proven quota-carrying success in SaaS sales.
• Ability to apply MEDDPICC framework for qualification.
• Experience delivering compelling presentations.

Responsabilidades

• Generate new business and expand existing accounts.
• Build and manage your own pipeline.
• Engage in deep discovery and qualification processes.
• Deliver tailored product demonstrations.

Conocimientos

SaaS sales

Negotiation skills

Value storytelling

Discovery and qualification

Collaborative mindset

Descripción del empleo

Inside Sales Representative, Central EMEA (Public Sector)

Barcelona, Spain

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

• Drive net new business and expand existing customers: Responsible for generating new logo pipeline and closing new business, while also securing renewals and driving expansion across the existing customer base — with a primary focus on net new acquisition.
• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social).
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• 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.
• 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: 3+ years closing 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 presentations and demos that tie product capabilities to real euros saved, revenue gained, or risk mitigated.
• 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.
• Experience working with Public Sector customers in Germany.

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. 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 identity, national origin, age, marital status, disability status, or any other basis protected by law.

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 recruiting process, please email [e-mail]. We will reply within 24 business hours of submission.

Elasticsearch develops and distributes encryption software and technology that is subject to export controls. If you are located in certain sanctioned regions, an export license may be required as a condition of employment. National origin or nationality does not affect eligibility for employment with Elastic.

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