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Inside Account Executive Japan

Elastic· Sales - APJ - Japan
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Tokyofull-timePosted 2mo ago

About the role

Inside Account Executive role focusing on net-new revenue and expansion in Japan, owns defined territory, builds pipeline, and closes multi-stakeholder, consumption-based deals with a blend of technical curiosity and value-based selling.

Responsibilities

  • 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.

Qualifications

  • 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

Skills

Required:Territory management and pipeline developmentMEDDPICC or equivalent discovery frameworkValue storytelling & demosNegotiationCross-functional collaboration
Nice to have:Open source awareness

Benefits

  • 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
Last updated Aug 27, 2026. Interested? Apply on the company site.
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Power insights and outcomes with The Elastic Search AI Platform. See into your data and find answers that matter with enterprise solutions designed to help you accelerate time to insight.

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