- Be responsible for your territory & build pipeline: Develop and implement a proactive outbound cadence (email, call, social)

- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC

- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes

- Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date

- Negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments

- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures

- Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes

Benefits

- Toast to your health: Fully paid health coverage for you and your family, in many locations.

- Craft your calendar: Versátil location and schedule for most roles.

- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.

- Embrace parenthood: Minimum of 16 weeks of parental leave,



plus generous family formation benefits.

- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.

- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).
- Proven SaaS quota‐carrying success: 3+ years closing deals, consistently overachieving targets in a consumption-based or usage-model environment

- Well honed negotiation skills

- Fluent English language skills
- Collaborative mentality & coach-ability: A learner who partners with internal teams, incorporates feedback, and embodies Elastic’s values of community

- Discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive focused pipeline and eliminate low-probability deals

- Open Source passion: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context

- Compelling value storytellers: Track record of delivering presentations and demos that tie product capabilities to real euros saved, revenue gained, or risk mitigated

- Prior experience at an open-source or developer‐centric infrastructure company

- Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases

📌 Inside Account Executive (UKI) (Barcelona)
🏢 Elastic
📍 Barcelona