The opportunity
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…
What you'll do
Territory Management & Strategy: Drive revenue growth across a defined patch of ~50 enterprise accounts in the GTA, developing account-based strategies to land net-new logos and expand consumption within current customers.
Complex Multi-Threading: Identify, map, and build champions across diverse stakeholder groups—ranging from developers and security engineers up to CIOs, CISOs, and line-of-business executives.
MEDDPICC Mastery: Rigorously apply MEDDPICC to qualify opportunities, identify decision criteria and economic buyers, manage risks, and maintain 90%+ forecast accuracy within +/- 10%.
Strategic Partner Ecosystem Alignment: Collaborate effectively with major cloud providers (AWS, Azure, GCP), global systems integrators (GSIs), and local channel partners to co-sell, expand account reach, and accelerate deal execution.
Value-Based Solution Selling: Articulate Elastic’s value proposition across Search AI, Observability, and Security, translating technical capabilities into strategic business outcomes, ROI, and cloud efficiency.
Predictable Execution & Closing: Construct mutual close plans with enterprise buyers, navigating complex legal, procurement, and commercial negotiations to secure multi-year commitments.
What they're looking for
- Cross-Functional Leadership: Orchestrate internal resources—including Solutions Architects, Business Development, Customer Success, Product Marketing, and Executive Leadership—to deliver an exceptional customer experience.
- Proven Enterprise Sales Success: 7+ years of direct enterprise software sales experience closing complex, high-ACV SaaS or consumption-based cloud deals, with a consistent track record of quota overachievement.
- GTA Enterprise Market Expertise: Deep familiarity with the Greater Toronto Area enterprise landscape and established relationships across major commercial and enterprise accounts in the region.
- Methodology Rigor: Demonstrated expertise using MEDDPICC (or MEDDIC) to manage complex sales cycles and build high-confidence sales forecasts.
