内部客户经理 UKI
Inside Account Executive UKI
Elastic，搜索人工智能公司，让每个人都能实时使用所有数据找到所需答案，实现规模化——释放企业和个人的潜力。Elastic 搜索人工智能平台被超过 50% 的财富 500 强企业使用，将搜索的精准性和人工智能的智能相结合，使每个人都能加速实现关键成果。通过利用所有结构化和非结构化数据——更有效地保障和保护隐私信息——Elastic 基于云的完整解决方案，涵盖搜索、安全和可观测性，帮助组织实现人工智能的承诺。
**职位职责**
Elastic，一家搜索人工智能公司，正在寻找一位充满活力的内部客户经理，负责在其区域内推动新增收入和业务扩展。你将负责一个明确的区域，建立自己的销售管道，讲述 Elastic 搜索人工智能的故事，并在按使用量计费的模式下完成多方参与的交易。
要在 **Elastic** 成为一名内部客户经理，你需要具备高水平的技术好奇心以及以价值为导向的销售能力。因为 Elastic 不仅仅是一个“产品”，而是一个多功能的搜索、可观测性和安全平台，该职位要求超越简单的交易，解决复杂的数据问题。
**你将负责的工作**
- 负责你的区域并建立销售管道：制定并执行主动外呼节奏（邮件、电话、社交）。
- 深入挖掘与评估：使用 MEDDPICC 等框架，发现痛点、业务影响、预算和决策标准。
- 价值故事与演示：打造并交付定制化叙事和现场演示，将 Elastic 的搜索、可观测性和安全功能与可衡量的业务成果对应起来。
- 共同交易策略与预测准确性：与客户合作制定正式的成交计划，并保持 CRM 数据的更新。
- 谈判与成交：主导高风险合同和定价讨论——捍卫你的价值，设计取舍方案，并达成多年期的按使用量计费承诺。
- 领域与云知识：通过熟练谈论云经济学、按使用量定价和现代数据架构，将 Elastic 定位为首选的搜索人工智能平台。
- 跨职能合作：与解决方案架构师、客户成功团队、市场部和营收运营团队紧密协作，加快交易进程并实现卓越的客户成果。
**你具备的条件**
- 有 SaaS 销售配额成功经验：3 年以上成交交易经验，
查看英文原文
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 a high-energy Inside Account Executive to drive net-new revenue and expansion within the territory. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close, multi-stakeholder deals in a consumption-based model.
To excel as an IAE at **Elastic**, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.
**What You Will Be Doing**
- 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.
- 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!
Compensation for this role is in the form of base salary plus a variable component.
At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.
The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position.
The typical starting On-Target Earnings range (Base Salary + Variable) for this role is:
€78.300—€123.900 EUR
### **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 minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [candidate_accessibility@elastic.co](mailto:candidate_accessibility@elastic.co). We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: [Family and Medical Leave Act (FMLA)](https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf) Poster;[Pay Transparency Nondiscrimination Provision](https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf) Poster; [Employee Polygraph Protection Act (EPPA)](https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/eppabw.pdf) Poster and [Know Your Rights](https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf) (Poster)
Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
Please see [here](https://www.elastic.co/legal/applicant-privacy-statement) for our Privacy Statement.