Enterprise Account Executive - AI Native Companies

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 and 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.
• Languages: Native/Fluent in Portuguese; Full Professional Proficiency in English and Spanish.
• Must be located in São Paulo, Brazil