Enterprise account executive - ai native companies

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 precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

The Opportunity

We are looking for an Enterprise Account Executive to own a brand-new territory: AI-native companies across Latin America. This is not a managed-account role. This is a hunter position at the start of something real. The groundwork is laid. The timing is now. This is the first dedicated AE position for AI-native accounts in Latin America. The segment is real, the pipeline is identified, and the market timing is exceptional. Elastic is not a challenger here. We are the Search AI company, trusted by more than 50% of the Fortune 500 — and we are just starting to go deep in this segment. If you want to own a territory from the ground up, with the backing of a global platform and the energy of a new market, this is it. Latin America is generating its first wave of genuinely AI-native companies — built from the ground up on artificial intelligence. Enter just became the region's first AI unicorn at $1.2B. Decade raised $85M at seed. Pax is redefining public safety with real-time AI. These companies need what Elastic does best: Search AI at scale, enterprise-grade Security, and Observability that keeps up with their growth. And right now, no one at Elastic is dedicated to them. That changes with this hire.

What You Will Do

• Build and own a regional territory focused on AI-native companies across Latin America
• Sell Elastic's Search AI Platform across three pillars: Search AI, Security (SIEM/XDR), and Observability
• Engage CTO, CISO, and VP Engineering at high-growth AI-native companies across the region
• Activate and develop strategic partnerships as regional channel multipliers
• Own Your Territory & Build Pipeline: Develop and execute a proactive outbound strategy across entities in São Paulo, leveraging community, customer, and partner ecosystems to generate ≥ 50% of your booked opportunities.
• Deep Discovery & Qualification: Uncover business pains, business impact, budgets, and decision criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline.
• Value Storytelling & Demos: Deliver tailored narratives and demonstrations that map Elastic’s Search AI, Observability, and Security capabilities to core priorities and digital transformation.
• Mutual Deal Strategy & Forecast Accuracy: Collaborate with stakeholders to construct formal close plans, managing sales cycles and drive predictable sales execution by maintaining 90%+ forecast accuracy within +/- 10%.
• Executive Negotiation & Closing: Guide complex procurement processes, structuring give/get trades and securing multi-year consumption and project commitments.
• Complex Project Execution: Drive high-value, complex projects into net-new logos while expanding Elastic usage across our current installed base.
• Domain & Cloud Acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern enterprise data architectures.
• Cross-Functional Partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners (distributors/integrators) to accelerate deals and deliver measurable customer outcomes.

What You Will Bring

• 5–8 years of enterprise SaaS or cloud sales, consistently above quota
• Experience leading AI, data, or cybersecurity platforms
• Proven hunter: you build your own pipeline and thrive opening new accounts
• Experience engaging CTO and technical leadership at high-growth tech companies
• Comfortable operating across multiple countries and time zones
• Portuguese and/or Spanish (native) + English (professional)
• Proven SaaS Success: 5+ years of experience closing complex Enterprise deals, consistently overachieving quotas within SaaS, cloud, or consumption-based environments.
• Installed Base & Net-New Growth: Demonstrated track record of selling complex projects into net-new logos as well as expanding within existing accounts.
• Territory Acumen in São Paulo: Deep familiarity navigating procurement processes, budget cycles, RFIs/RFPs, and decision-making dynamics within entities in São Paulo.
• Ecosystem & Technical Fluency: Solid understanding of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms.
• Expert Qualification & MEDDPICC Skills: Mastery in applying MEDDPICC or equivalent frameworks to navigate multi-stakeholder deal cycles.
• Executive & Developer Credibility: Ability to build strong relationships across technical teams, developers, and executive decision-makers.
• Open Source Model Appreciation: Genuine appreciation for the Open Source go-to-market model and the developer/user community that relies on Elastic solutions daily.
• Fluency: Native/Fluent Portuguese with professional proficiency in English.

Must be located in São Paulo, Brazil