Enterprise Account Executive (AI Native & Emerging Tech)
Drive net-new revenue and expansion in Canada's AI-Native and Emerging Tech ecosystem as an Enterprise Account Executive.
Posted by employer 4 days ago
First seen on Joblaze 3 days ago
Last verified on the company career page 11 hours ago
What you'll build
- Build and execute an outbound strategy
- Conduct technical and business discovery
- Position Elastic’s Search AI Platform
- Guide customers through pricing models
- Maintain pipeline hygiene and forecast precision
Must have
- 5+ years of enterprise/mid-market software sales experience
- Proven ability to build trust with technical decision-makers
- Deep familiarity with the Toronto and/or Montreal tech ecosystems
Nice to have
- Mastery of MEDDPICC or equivalent qualification frameworks
- Passion for advancements in AI and machine learning
Practical constraints
- Must be located in Toronto or Montreal
Requirements
- Experience
- 5+ years
Not disclosed in this posting: work arrangement, visa sponsorship.
Benefits
Joblaze summary
The Enterprise Account Executive at Elastic focuses on driving revenue growth within Canada's AI-native and emerging tech sectors by engaging with key decision-makers in startups and scale-ups. This role requires a strong understanding of AI technologies, cloud infrastructure, and sales methodologies, particularly in fast-paced environments. Ideal candidates will have a proven track record in SaaS sales and familiarity with the Toronto and Montreal tech ecosystems. The position emphasizes collaboration with cross-functional teams to enhance customer onboarding and expansion.
Joblaze insights
- Listed 3 days ago — first seen on Joblaze September 30, 2026. Last confirmed on Elastic's careers page October 3, 2026.
- Starts above 9% of 35 comparable senior sales/marketing roles in Canada we track (median $101,797 across 20 companies).
- AI/ML appears in 16.4% of 61 comparable senior sales/marketing roles in Canada; database appears in 1.6% of 61 comparable senior sales/marketing roles in Canada.
Quick facts
- What's the salary range?
- Elastic lists CAD 103,200–CAD 163,300 for this role.
- How much experience is required?
- At least 5 years of relevant experience for this Enterprise Account Executive (AI Native & Emerging Tech) role.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI/ML, API, Cloud, SaaS, database, developer tools.
- What seniority level is this role?
- Elastic targets senior candidates for this position.
- Is this full-time or contract?
- Full-time for this Enterprise Account Executive (AI Native & Emerging Tech) role at Elastic.
From the original posting
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.
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.
What Is The Role
Elastic is looking for a high-energy, technical, and strategic Account Executive based in Toronto or Montreal to drive net-new revenue and expansion across Canada’s fast-growing AI-Native, Generative AI, and Emerging Tech startup/scale-up ecosystem.
In this role, you will be the primary owner of a high-velocity, high-growth territory targeting companies building cutting-edge AI products, LLM-powered applications, vector search architectures, and modern cloud platforms. Sitting at the intersection of developer-led adoption and executive sales execution, you will partner with founders, CTOs, VPs/Heads of AI, and VP of Engineering leaders to position Elastic’s Search AI platform as the core infrastructure for vector database, hybrid search, RAG (Retrieval-Augmented Generation), and full-stack observability needs.
What You Will Do
- Territory & Ecosystem Ownership: Build and execute an outbound and ecosystem-led strategy across AI-native startups, scale-ups, and tech innovators in Eastern Canada's primary tech hubs (Toronto and Montreal), generating pipeli
- Technical Discovery & Qualification: Conduct deep technical and business discovery with AI engineers, data scientists, and technical founders to uncover infrastructure bottlenecks, latency challenges, vector search requirements, and cloud unit economics.
- Value Storytelling & Technical Alignment: Position Elastic’s Search AI Platform—focusing on vector search, BM25 + sparse/dense hybrid retrieval, RAG architecture, and semantic search—against legacy databases and standalone vector stores.
- Consumption & Cloud Model Execution: Guide customers through consumption-based pricing models, securing commitments across AWS, Azure, and GCP marketplaces while helping high-growth startups scale their usage cost-effectively.
- Mutual Deal Strategy & Forecast Accuracy: Maintain high pipeline hygiene and forecast precision, utilizing MEDDPICC to qualify high-velocity deal loops and multi-threaded expansion opportunities.
- Cross-Functional Collaboration: Partner hand-in-glove with Solutions Architects, Developer Relations, Cloud Hyperscaler teams, and local Venture Capital / Incubator partner networks to accelerate startup onboarding and expansion.
What You Will Bring
- Proven SaaS & Cloud Sales Track Record: 5+ years of enterprise/mid-market software sales experience, with a track record of selling SaaS, API, database, developer tools, or consumption-based cloud infrastructure to fast-growing tech companies.
- AI & Search Domain Fluency: Deep conceptual understanding of modern AI stacks, including Generative AI, Vector Search/Embeddings, Retrieval-Augmented Generation (RAG), LLMs, Observability (logs/APM), and Cloud Data Architectures.
- Founder & Developer Credibility: Proven ability to build trust and navigate sales cycles with technical decision-makers—from Developers, ML Engineers, and Data Scientists up to CTOs, VPs of Engineering, and Founders.
- Canadian Tech Hub Acumen: Deep familiarity with the Toronto and/or Montreal tech ecosystems, venture-backed startup hubs, cloud accelerators, and incubator networks.
- Methodology Rigor: Mastery of MEDDPICC (or equivalent qualification frameworks) tailored for fast-moving startup environments with consumption or product-led growth (PLG) mechanics.
- Growth Mindset & Curiosity: Passion for staying ahead of rapid advancements in AI, machine learning, and open-source software communities.
- Location: Must be located in Toronto or Montreal.
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable).
The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
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