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Enterprise Account Executive

Elastic· Sales - AMER Canada
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Hybrid (Greater Toronto Area)CA$123.9k - CA$196kFull-timePosted 3w ago

About the role

Enterprise Account Executive based in the Greater Toronto Area (GTA) responsible for managing and growing a patch of ~50 enterprise accounts, driving net-new logo acquisition, expanding footprints in large enterprises, navigating complex multi-threaded sales cycles, and leveraging MEDDPICC in a consumption-based cloud environment.

Responsibilities

  • 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.
  • Cross-Functional Leadership: Orchestrate internal resources—including Solutions Architects, Business Development, Customer Success, Product Marketing, and Executive Leadership—to deliver an exceptional customer experience.

Qualifications

  • 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.
  • Deep familiarity with the Greater Toronto Area enterprise landscape and established relationships across major commercial and enterprise accounts in the region.
  • Demonstrated expertise using MEDDPICC (or MEDDIC) to manage complex sales cycles and build high-confidence sales forecasts.
  • Proven ability to navigate matrixed enterprise organizations, build alignment across technical and executive stakeholders, and convert technical validation into executive sponsorship.
  • Track record of successfully leveraging channel partners, cloud hyperscalers, and system integrators to source, pipeline, and close enterprise deals.
  • Proficient understanding of enterprise software domains, including Enterprise Search, Generative AI/Vector Search, Observability (APM/logging), and Cybersecurity (SIEM/XDR).
  • Must be located in the Greater Toronto Area with willingness to meet clients in-person across the region as required.

Skills

Required:Enterprise salesMEDDPICCMulti-threaded sellingChannel partner & ecosystem engagementDomain fluency: Enterprise Search, Generative AI/Vector Search, Observability, Cybersecurity

Benefits

  • Stock program eligibility
  • Company-matched RRSP with dollar-for-dollar matching up to 6% of eligible earnings
  • Health coverage for you and your family in many locations
  • Flexible locations and schedules for many roles
  • Generous vacation days
  • Donations matching up to $2000 (or local currency equivalent)
  • Up to 40 hours/year for volunteering
  • Minimum 16 weeks of parental leave
  • Diversity and inclusive culture
  • Pay transparency and equal opportunity employer
Last updated Oct 15, 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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