Mid Market Account Executive - Japan

About the role

Elastic, the Search AI company, is looking for a high-energy Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts in Japan. You will own a defined territory, build your own pipeline, tell the Elastic Search AI story and close complex, multi-stakeholder deals in a consumption-based model. The role combines sales execution, technical fluency and cross-functional collaboration.

Key responsibilities

• Own your territory and build pipeline through a proactive outbound cadence (email, call, social) generating at least 50% of booked opportunities.
• Use frameworks such as MEDDPICC to uncover pain, business impact, budget and decision criteria, and focus on high-confidence deals.
• Craft and deliver tailored narratives and live demos mapping Elastic's Search, Observability and Security capabilities to measurable outcomes.
• Build formal close plans with customers and keep the CRM up to date, maintaining at least 90% forecast accuracy within +/-10%.
• Lead contract and pricing negotiations, structure give-and-get trades and secure multi-year consumption commitments.
• Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing and modern data architectures.
• Work closely with Solutions Architects, Customer Success, Marketing and RevOps to accelerate deals.

Required profile

• 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-based model.
• Track record of delivering executive-level presentations and demos tied to dollars saved, revenue gained or risk mitigated.
• History of landing multi-year, high-ACV contracts while protecting margin and winning executive buy-in.
• Comfortable discussing observability, security, vector/traditional search and cloud cost optimization.
• Openness to open-source communities; bonus if you have sold or advocated in an OSS context.

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.

What we offer

• Competitive pay based on performance, not previous salary.
• Health coverage for you and your family in many locations.
• Flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• Matching of up to $2,000 (or local currency equivalent) for financial donations and service, and up to 40 hours per year for volunteering.
• Minimum of 16 weeks of parental leave.