Enterprise Account Executive - AI Native Companies
About this role
This role is ideal for a driven sales professional who thrives in a new market and enjoys building a business from the ground up. The Enterprise Account Executive will be responsible for establishing and owning a brand-new territory focused exclusively on AI-native companies within Latin America. Elastic provides a powerful Search AI Platform that combines search precision with artificial intelligence, supporting organizations globally. This opportunity is unique as it is the first dedicated Account Executive role for AI-native accounts in this region, meaning the individual will be setting the strategy and defining the market approach rather than managing existing accounts.
The core work involves selling Elastic's comprehensive offerings—Search AI, Security, and Observability—to CTOs, CISOs, and VP of Engineering at high-growth companies. The AE will need to be a proactive hunter, building the pipeline through outbound strategies, while simultaneously engaging in deep discovery to understand complex business pains and positioning Elastic's solutions as the necessary foundation for their growth. This position exists to capitalize on the emerging wave of AI-native companies in Latin America that require enterprise-grade search, security, and observability to scale effectively.
Success in this role requires a blend of technical fluency, strong negotiation skills, and the ability to navigate complex regional sales dynamics. A candidate who enjoys owning a territory, developing strategic partnerships, and translating technical capabilities into measurable business outcomes will perform well in this hunter capacity.
What you will do
- Build and manage a regional territory dedicated to AI-native companies across Latin America.
- Drive sales across Elastic's three core pillars: Search AI, Security (SIEM/XDR), and Observability.
- Engage key technical and executive leaders, including CTOs, CISOs, and VP Engineering, within target companies.
- Develop and execute a proactive outbound strategy to generate a significant portion of booked opportunities.
- Conduct deep discovery to uncover business pain points, budget details, and decision criteria using structured frameworks.
- Create tailored value stories and demonstrations that align Elastic's capabilities with customer priorities.
- Collaborate with internal teams and channel partners to accelerate deal progression and ensure measurable customer outcomes.
- Manage complex negotiation processes to secure multi-year consumption and project commitments.
What you need
- Possess five to eight years of experience in enterprise SaaS or cloud sales, consistently exceeding sales quotas.
- Must have a proven track record as a hunter, demonstrating the ability to build a pipeline independently.
- Demonstrated experience leading sales cycles for AI, data, or cybersecurity platforms is required.
- Must be comfortable engaging with and influencing technical leadership, such as CTOs and engineering teams at high-growth tech companies.
- Requires proven success in closing complex enterprise deals, specifically in SaaS, cloud, or consumption-based environments.
- Must possess fluency in Portuguese and/or Spanish, alongside professional proficiency in English.
- Demonstrated experience selling complex projects into both net-new logos and expanding business within existing accounts.
- Deep familiarity with navigating procurement processes, budget cycles, and decision-making dynamics in the São Paulo market is essential.
Nice to have
- Solid understanding of enterprise software ecosystems
- Expert qualification and application of MEDDPICC frameworks
- Experience with Vector/AI Search technologies
Skills and tech stack
Questions candidates ask
What is the remote policy for this role?
The posting does not explicitly detail the remote work policy for this position.
What is the compensation structure?
The posting does not provide specific salary details for this role.
What is the technical stack involved?
The relevant technical areas include Elastic Search AI Platform, Search AI, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms.
What is the team structure like?
The role requires working hand-in-glove with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners to accelerate deals.