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Enterprise Account Executive (AI Native & Emerging Tech)

Elastic· Sales - AMER Canada
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Hybrid (Toronto), Hybrid (Montreal)CA$103.2k - CA$163.3kFull-timePosted 3w ago

About the role

Enterprise Account Executive located in Toronto or Montreal responsible for driving net-new revenue and expansion across Canada’s AI-native, Generative AI, and Emerging Tech startup/scale-up ecosystem, with a focus on AI products, vector search, and related cloud platforms.

Responsibilities

  • Territory & Ecosystem Ownership: Build and execute an outbound and ecosystem-led strategy across AI-native startups, scale-ups, and tech innovators in Eastern Canada's primary tech hubs (Toronto and Montreal), generating pipeline
  • Technical Discovery & Qualification: Conduct deep technical and business discovery with AI engineers, data scientists, and technical founders to uncover infrastructure bottlenecks, latency challenges, vector search requirements, and cloud unit economics.
  • Value Storytelling & Technical Alignment: Position Elastic’s Search AI Platform—focusing on vector search, BM25 + sparse/dense hybrid retrieval, RAG architecture, and semantic search—against legacy databases and standalone vector stores.
  • Consumption & Cloud Model Execution: Guide customers through consumption-based pricing models, securing commitments across AWS, Azure, and GCP marketplaces while helping high-growth startups scale their usage cost-effectively.
  • Mutual Deal Strategy & Forecast Accuracy: Maintain high pipeline hygiene and forecast precision, utilizing MEDDPICC to qualify high-velocity deal loops and multi-threaded expansion opportunities.
  • Cross-Functional Collaboration: Partner with Solutions Architects, Developer Relations, Cloud Hyperscaler teams, and local Venture Capital / Incubator partner networks to accelerate startup onboarding and expansion.

Qualifications

  • 5+ years of enterprise/mid-market software sales experience, with a track record of selling SaaS, API, database, developer tools, or consumption-based cloud infrastructure to fast-growing tech companies.
  • Deep conceptual understanding of modern AI stacks, including Generative AI, Vector Search/Embeddings, Retrieval-Augmented Generation (RAG), LLMs, Observability (logs/APM), and Cloud Data Architectures.
  • Proven ability to build trust and navigate sales cycles with technical decision-makers—from Developers, ML Engineers, and Data Scientists up to CTOs, VPs of Engineering, and Founders.
  • Deep familiarity with the Toronto and/or Montreal tech ecosystems, venture-backed startup hubs, cloud accelerators, and incubator networks.
  • Mastery of MEDDPICC (or equivalent qualification frameworks) tailored for fast-moving startup environments with consumption or product-led growth (PLG) mechanics.
  • Location: Must be located in Toronto or Montreal.

Skills

Required:SaaS & Cloud Software SalesAI & Search Domain FluencyMEDDPICC QualificationStakeholder Management

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
  • Flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Company match for charitable donations up to $2000 or local equivalent
  • Up to 40 hours per year toward volunteer projects
  • Minimum of 16 weeks of parental leave
Last updated Oct 1, 2026. Interested? Apply on the company site.
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