You will drive growth by expanding relationships with our most important customers, with a primary focus on strategic account expansion. This is a fantastic opportunity to build upon a highly capable team within a fast-growing and impactful part of our German sales organisation.

You will strengthen and scale the team through high-impact hiring, hands-on coaching, and by fostering a culture built on collaboration, accountability, and results.

Key responsibilities include:

• Leveraging your business network to build a strong talent pipeline and hire top candidates as the team grows , raising the bar with every hire.

• Creating a clear regional growth and investment plan, demonstrating a bias for action and a focus on measurable impact, within your first 90 days.

• Building and sponsoring trusted relationships with customers and partners to drive long-term success in the region , staying customer obsessed in everything you do.

• Ensuring accurate forecasting and creating a predictable, high-growth business that reflects a company-first mindset and commitment to sustainable results.

• Coaching your team to lead with a strong vision setting, methodology-based selling and stay aligned to our customers' goals and outcomes , helping them raise the bar through excellence and accountability.

• Developing a solid understanding of our product's technical details and roadmap to earn trust with key stakeholders and make customer-obsessed decisions that drive long-term value.

• Embracing truth-seeking by making decisions based on data , and adapting quickly as the data evolves.

Requirements include:

• A proven people leader with 7+ years leading high-performing experienced Enterprise sales teams that sell into strategic global accounts in Germany.

• A proven track record of developing high-performing teams in similar high-growth, Data, AI, Cloud or SaaS/Tech companies, consistently exceeding ambitious sales goals.

• Extensive knowledge of the Retail and CPG vertical, and proven relationships within these accounts.

• Ability to spot and grow great talent , building teams that raise the bar through trust, accountability, and shared success.

• Understanding of how to balance usage-based, commit-based and service-based revenue models, and use all of them to drive sustainable growth.

• Track record of building strong partner ecosystems, acting as an executive sponsor to expand relationships and unlock customer value.

• Focus and emphasis in methodology-based sales coaching, MEDDPICC, and a challenger mentality.

• Accurate forecasting and a disciplined approach to sales execution.

• A truth-seeker , you make decisions grounded in data and adapt quickly as the facts change.

• Above all, you live our values: you're customer obsessed, company first, thrive on teamwork, and have a bias for action that moves the business forward.

• Willing and able to travel to customer sites on a regular basis is required, as well as some international travel for internal meetings/events.

• Fluent in German and English is essential.

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This is a team of account executives that are technically knowledgeable, and have a desire to help customers and partners succeed. You will report to the RVP, Enterprise.

Key responsibilities include:

• Building and managing a team of motivated Enterprise Account Executives to increase growth in strategic and emerging markets
• Inspiring a culture of teamwork, leading with value, and achieving desired customer outcomes
• Developing trust-based relationships with customers and partners to ensure long-term success
• Encouraging learning and ongoing understanding of technical product details and our future product roadmap
• Leading our Enterprise growth plans, ensuring forecast accuracy and a predictable, high-growth business

Requirements include:

• 10 or more years of experience building a high-growth sales team serving enterprise customers in the Big Data, Cloud, or SaaS Sales Industry
• History of exceeding sales quotas in similar high-growth Enterprise software companies
• Understanding of value selling and structured methodologies, such as MEDDPICC, Challenger, and Command of Message
• Knowledge of developing the partner ecosystem to help grow strategic enterprise territories
• Success implementing strategies for usage and booking-based sales revenue models

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The ideal candidate will have a strong track record of developing high-performing teams in high-growth Data, AI, Cloud, or SaaS/Tech companies, consistently exceeding ambitious sales targets. They will also have extensive knowledge of the Logistics vertical and proven relationships across strategic accounts in this space.

Key responsibilities include:

• Leading a team of high-performing Strategic Account Executives across the Logistics and Tech verticals
• Mentoring, guiding, and empowering them to achieve and exceed their goals
• Driving growth by expanding relationships with our most important customers
• Building and sponsoring trusted, executive-level relationships with customers and partners
• Coaching the team to lead with strong vision-setting, methodology-based selling, and alignment to customer goals and outcomes

The successful candidate will be a talent-first leader who knows how to identify, develop, and retain top performers. They will also have a strong understanding of usage-based, commit-based, and service-based revenue models, and how to use them together to drive sustainable growth.

In addition, they will have a history of building and leveraging partner ecosystems, acting as an executive sponsor to expand relationships and unlock customer value. They will also be a disciplined operator with a reputation for accurate forecasting and execution excellence.

We are looking for someone who is customer-obsessed, company-first, collaborative, and biased toward action. Fluency in German and English is essential.

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This role requires a deep understanding of SIs, ISVs and hyper-scaler ecosystems (AWS, Azure, GCP). A history with data and AI–driven business transformation and the ability to engage confidently with C-level executives at both partner and customer organisations.

Responsibilities:

• Define and execute the APJ SI and ecosystem strategy, aligned to global objectives and regional priorities.
• Build and scale a durable, high-value partner ecosystem spanning global system integrators (GSIs), regional partners, and other key partners across the region.
• Drive partner-led consumption of our platforms and solutions, ensuring measurable contribution to revenue, new logos and customer success.

SI & Ecosystem Development:

• Lead joint business planning and co-selling initiatives with key partners, ensuring alignment with their key accounts and GTM solutions.
• Create multi-year growth plans with top strategic partners, ensuring durable revenue streams.
• Drive certifications and badges with our enablement and solution architects, ensuring deep technical alignment.

Executive & C-Level Engagement:

• Represent the partner organization at the highest levels across the partner and customer ecosystem.
• Build trusted relationships with CXOs, board members, and industry thought leaders to drive strategic initiatives, joint investments, and executive sponsorship.

Leadership & Team Development:

• Inspire, mentor, and scale a high-performing alliances and channels team across APJ.
• Build a world-class culture of collaboration, innovation, and accountability.
• Attract and retain top talent, creating clear pathways for professional development and growth.

Operational Excellence:

• Own pipeline development, partner-sourced revenue, and consumption growth metrics.
• Drive operational rigor across partner programs, governance, and reporting.
• Champion cross-functional alignment with sales, marketing, product, and customer success to ensure ecosystem-driven success.

What we look for:

• 20+ years of leadership experience in technology sales, alliances, and partner ecosystem development, with a proven track record of impact across Asia Pacific & Japan.
• Bachelor’s degree required; Master’s preferred.
• Extensive experience in Data and AI technologies and their application to real-world business transformation.
• Demonstrated success working with hyperscalers (AWS, Azure, GCP) on joint go-to-market strategies, co-selling, and co-investment.
• Proven ability to influence C-level executives, boards, and global partner organizations.
• Strong understanding of the APJ market landscape, regional partner dynamics, and cultural nuances.
• Experience building and leading large, geographically distributed teams.
• Exceptional communication, negotiation, and executive presence skills.

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As an Enterprise Account Executive, you will be responsible for breaking in, building relationships and awareness, to create the demand and new business revenue for Elastic solutions within new Enterprise accounts. You will uncover new and diverse use cases for Search, Security, and Observability to solve key business initiatives in their organizations.

You will work thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions. You will build a robust pipeline and a long-term business plan through community, customer, and partner ecosystems to achieve significant Elastic growth within your accounts.

Delivering against monthly, quarterly, and annual revenue targets for New Business SaaS subscriptions and Professional Services contracts while maintaining the existing customer base. Collaborating across Elastic business functions to ensure a seamless customer experience.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500-$340,000 USD.

Additional benefits include a company-matched 401k 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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