Responsibilities:

• 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.

What You Bring:

• Proven SaaS quota-carrying success: 3+ years closing deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive focused pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering presentations and demos that tie product capabilities to real euros saved, revenue gained, or risk mitigated.
• Well-honed negotiation skills.
• Collaborative mentality & coach-ability: A learner who partners with internal teams, incorporates feedback, and embodies Elastic’s values of community.
• Open Source passion: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.
• Native Spanish speaker, fluent in English

Bonus Points:

• Prior experience at an open-source or developer-centric infrastructure company.
• 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 customers unlock the power of Search AI, we’d love to talk. Apply today!

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