Inside Account Executive Japan

Elastic; United States; On-site; USD 110,000 - 170,000; Full time

Benefits offered by this job

Competitive pay

Health coverage for you and family

Flexible locations & schedules

Generous vacation days

Donation matching

Volunteer hours

Parental leave

Job summary

Elastic, the Search AI company, is seeking an Inside Account Executive to drive net-new revenue and expand within Japan. You will own a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close multi-stakeholder deals in a consumption-based model.

To excel as an IAE, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Elastic isn’t just a product but a platform, requiring you to solve complex data problems and

Qualifications

• 3+ years of SaaS quota-carrying experience, closing deals in consumption-based or usage-based models.
• Experience applying MEDDPICC or similar frameworks to drive focused pipeline and reduce low-probability deals.
• Proven ability to deliver demos and presentations that tie product capabilities to measurable business outcomes.
• Strong negotiation skills with a track record of closing multi-year contracts.
• Collaborative mindset; partners with internal teams and embodies Elastic values.
• Passion for open source communities and Elastic’s model; OSS context is a plus.
• Fluency in Japanese and English.

Responsibilities

• Build territory and pipeline with proactive outbound Cadence (email, calls, social).
• Conduct deep discovery and qualification to uncover pain, impact, budget, and decision criteria.
• Deliver value storytelling and live demos mapping Elastic capabilities to business outcomes.
• Collaborate with customers to create formal close plans and maintain CRM accuracy.
• Lead contract and pricing discussions, defend value, and secure multi-year consumption commitments.
• Speak about cloud economics and usage-based pricing to position Elastic as the platform of choice.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS sales

Quota carrying

MEDDPICC

Value storytelling

Negotiation

Collaboration

Open Source interest

Japanese English fluency

Tools

CRM tools

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 Inside Account Executive to drive net-new revenue and expansion within the Japanese territory. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close, multi-stakeholder deals in a consumption-based model.

To excel as an IAE 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.

What You Will Be Doing

• Be responsible for your territory & build pipeline: Develop and implement 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.
• Discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive focused 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.
• Well honed negotiation skills.
• Collaborative mentality & coach-ability: A learner who partners with internal teams, incorporates feedback, and embodies Elastic’s values of community.
• Open Source passion: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.
• Fluency in Japanese and English

Bonus Points

• Prior experience at an open-source or developer‑centric infrastructure company.

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.

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

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

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