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.

What You Will Be Doing:

- 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 pipeline.
- 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 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 quick-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.

Additional Information - We Take Care of Our People:

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

- Competitive pay based on the work you do here and not your previous salary
- Health coverage for you and your family in many locations
- Ability to craft your calendar with flexible locations and schedules for many roles
- Generous number of vacation days each year
- Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
- Up to 40 hours each year to use toward volunteer projects you love
- Embracing parenthood with a minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunit

📌 Enterprise Account Executive (Toronto)
🏢 Elastic
📍 Toronto