Territory Account Executive

13 hours ago

Israel Elastic Full time ₪80,000 - ₪120,000 per year

What Is The Role
Elastic, the Search AI company, is looking for a high-energy Territory Account Executive to drive net-new revenue and expansion within the Israel and the Balkans (Croatia, Macedonia, Slovenia, Serbia, Montenegro, Albania). You'll be the owner of this 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 this region.

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, within the target Balkan states, 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

#LI-PM1

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