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Mid LevelFull-timeAWSElasticsearchAI
Salary Range
$72,250 - $97,750 /year
This salary is estimated based on similar roles. The actual salary may vary.
About the Role
Elastic, the Search AI company, is seeking an Account Executive to drive net-new revenue and expansion within Enterprise and Mid-Market accounts in Norway and Finland. This role involves building your own pipeline, telling the Elastic Search AI story, and closing complex deals in a consumption-based model.
Key Responsibilities
- →Own the region and build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of booked opportunities.
- →Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
- →Value storytelling and demos: Craft and deliver tailored narratives and live demos that map Elastic’s capabilities to measurable business outcomes.
- →Mutual deal strategy and forecast accuracy: Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy.
- →Executive negotiation and closing: Lead high-stakes contract and pricing discussions to land multi-year consumption commitments.
- →Domain and cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics and modern data architectures.
- →Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.
Requirements
- ✓Experience selling search, observability, or security solutions
- ✓Experience in selling to the Norwegian or Finnish market (min 2-3 years)
- ✓5+ years closing deals in a consumption-based or usage-model environment
- ✓Expert discovery and qualification skills using MEDDPICC or equivalent frameworks
- ✓Track record of delivering executive-level presentations and demos
- ✓Strong negotiation skills with history of landing multi-year, high-ACV contracts
- ✓Technical and cloud fluency in observability, security, search, and cloud cost optimization
- ✓Collaborative mindset and coachability
- ✓Fluent in Danish and English (business level)
- ✓summaryBullets: [
- ✓"Drive net-new revenue and expansion in Norway and Finland",
- ✓"Build and own your sales pipeline",
- ✓"Close complex, multi-stakeholder deals",
- ✓"Deliver tailored value storytelling and demos",
- ✓"Maintain high forecast accuracy",
- ✓"Collaborate with cross-functional teams",
- ✓"Fluent in Danish and English"
- ✓],
- ✓requirementBullets: [
- ✓"Experience selling search, observability, or security solutions",
- ✓"2-3 years selling to Norwegian or Finnish market",
- ✓"5+ years closing deals in consumption-based models",
- ✓"Expert discovery and qualification skills",
- ✓"Track record of executive-level presentations and demos",
- ✓"Strong negotiation skills",
- ✓"Technical and cloud fluency"
- ✓],
- ✓benefitBullets: [
- ✓"Competitive pay",
- ✓"Health coverage for you and your family",
- ✓"Flexible locations and schedules",
- ✓"Generous vacation days",
- ✓"Financial donation matching",
- ✓"Volunteer hours",
- ✓"Parental leave"
- ✓]
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