Enterprise Account Executive (AI Native & Emerging Tech)
About this role
Managing a high-velocity and high-growth territory in Eastern Canada, the Enterprise Account Executive focuses on driving net-new revenue and expansion across the AI-native, Generative AI, and emerging tech startup ecosystem. Day-to-day responsibilities involve targeting companies building modern cloud platforms, vector search architectures, and LLM-powered applications while partnering directly with technical decision-makers like founders, CTOs, and heads of AI.
Elastic maintains this role to position its Search AI platform as core infrastructure for hybrid search, RAG, and vector database needs among fast-growing tech innovators in Toronto and Montreal. Candidates who succeed here combine developer-led adoption strategies with executive sales execution, maintaining pipeline precision through MEDDPICC and collaborating closely with solutions architects and cloud hyperscaler teams.
What you will do
- Build and execute an outbound and ecosystem-led strategy across AI-native startups and tech innovators in Toronto and Montreal.
- Conduct deep technical and business discovery with AI engineers and technical founders to uncover infrastructure bottlenecks and vector search requirements.
- Position Elastic's Search AI Platform against legacy databases and standalone vector stores focusing on RAG architecture and semantic search.
- Guide customers through consumption-based pricing models and secure commitments across cloud marketplaces.
- Maintain high pipeline hygiene and forecast precision utilizing MEDDPICC to qualify deal loops.
- Partner hand-in-glove with solutions architects, developer relations, and cloud hyperscaler teams to accelerate startup onboarding.
What you need
- Have at least five years of enterprise or mid-market software sales experience selling SaaS, APIs, databases, or cloud infrastructure.
- Possess a deep conceptual understanding of modern AI stacks including Generative AI, vector search, RAG, and LLMs.
- Demonstrate the ability to build trust and navigate sales cycles with technical decision-makers ranging from developers to CTOs.
- Show deep familiarity with the Toronto or Montreal tech ecosystems and venture-backed startup hubs.
- Demonstrate mastery of MEDDPICC or equivalent qualification frameworks tailored for fast-moving startup environments.
Benefits
- Company-matched Registered Retirement Savings Plan with dollar-for-dollar matching up to 6% of eligible earnings
- Health coverage for employees and family in many locations
- Flexible locations and schedules for many roles
- Generous number of vacation days each year
- Charitable donation matching up to $2000 or local currency equivalent
- Up to 40 hours each year for volunteer projects
- Minimum of 16 weeks of parental leave
Skills and tech stack
Questions candidates ask
What is the compensation for this role?
Compensation is in the form of base salary plus a variable component comprising On-Target Earnings, with a base salary range of $103,200 to $163,300 CAD and a target variable range of $103,200 to $163,200 CAD. Additionally, this role is eligible to participate in Elastic's stock program.
Where is the position located?
The role is based in Toronto or Montreal, and candidates must be located in one of those areas. The company also offers flexible locations and schedules for many roles.
What sales methodology is used?
The position requires mastery of MEDDPICC or an equivalent qualification framework tailored for fast-moving startup environments with consumption or product-led growth mechanics.