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 results.

The Opportunity

We are looking for an Enterprise Account Executive to own a brand-new territory: AI-native companies across Latin America. This is a hunter position at the start of something real—the groundwork is laid, and the timing is now.

This is the first dedicated AE position for AI-native accounts in Latin America. You will own a territory from the ground up, backed by a global platform and the energy of a booming new market.

Latin America is generating its first wave of genuinely AI-native companies built from the ground up on artificial intelligence. These companies need Search AI at scale, enterprise-grade Security, and Observability that keeps up with their growth.

What You Will Do

• Territory Ownership: Build and own a regional territory focused on high-growth, AI-native companies across Latin America.
• Platform Sales: Sell Elastic's Search AI Platform across three core pillars: Search AI, Security (SIEM/XDR), and Observability.
• Executive Engagement: Engage CTOs, CISOs, and VPs of Engineering at high-growth tech companies across the region.
• Pipeline Generation: 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, impact, budgets, and decision criteria using disciplined frameworks like MEDDPICC.
• Value Storytelling & Demos: Deliver tailored narratives mapping Search AI, Observability, and Security capabilities to business priorities.
• Execution & Forecasting: Structure formal close plans, guide complex procurement, and drive predictable execution maintaining 90%+ forecast accuracy.
• Cross-Functional Collaboration: Partner closely with Solutions Architects, Customer Success, Marketing, and Channel Partners to accelerate deals.

What You Will Bring

• 5–8+ years of enterprise SaaS, cloud, or consumption-based sales experience, consistently exceeding quota.
• Experience selling AI, enterprise search, data platforms, or cybersecurity solutions.
• Proven hunter mindset with a track record of opening net-new accounts and generating outbound pipeline.
• Experience engaging CTOs and technical leadership at high-growth technology firms.
• Mastery of MEDDPICC or equivalent deal qualification frameworks.
• Deep familiarity with procurement processes, budget cycles, and decision dynamics in São Paulo.
• Conversant in enterprise software ecosystems, cloud economics, and modern data architectures.
• Fluency in native/fluent Portuguese with professional proficiency in English.
• Location Requirement: Must be located in São Paulo, Brazil.

Benefits & Care

• Competitive pay structured around work impact rather than past salary.
• Comprehensive health coverage for you and your family.
• Flexible schedules and location flexibility.
• Generous annual vacation allowance.
• Minimum of 16 weeks of paid parental leave.
• Matching charitable donations (up to $2,000 USD equivalent per year) and up to 40 hours of paid volunteer time.