Account Executive NATO

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, the Search AI company, is looking for an Enterprise Account Executive to drive net-new revenue and expansion within our developing relationship with NATO, Brussels. 

You’ll be the owner of this unique customer where you’ll build your own pipeline and close engagements - telling the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. 

What You Will Be Doing

• Own your customer & build pipeline and close any ongoing engagements.


• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.


• 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 your customer to build formal close plans and keep your CRM up-to-date.


• Executive 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.
  
  

What You Bring

• Proven experience of working with or for NATO with existing relationships


• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.


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


• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.


• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.


• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model.
  
  

Bonus Points

• Prior experience of projects with geospatial content.


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

If you’re driven to build your own pipeline, master complex deal cycles, and help your customer unlock the power of Search AI, we’d love to talk. Apply today!