Inside Account Executive Japan

About the role

Elastic, the Search AI company, is looking for a high-energy Inside Account Executive to drive net-new revenue and expansion in the Japanese territory. You will own a defined territory, build your own pipeline, tell the Elastic Search AI story and close multi-stakeholder deals in a consumption-based model. The role suits someone who combines technical curiosity with the gravitas of a value-based seller.

Key responsibilities

• Own your territory and build pipeline through a proactive outbound cadence (email, call, social).
• Uncover pain, business impact, budget and decision criteria using frameworks such as MEDDPICC.
• Craft and deliver tailored narratives and live demos mapping Elastic's Search, Observability and Security capabilities to measurable business outcomes.
• Build formal close plans with customers and keep the CRM up to date.
• Lead contract and pricing negotiations, structure give-and-get trades and secure multi-year consumption commitments.
• Speak 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

• 3+ years closing deals, consistently overachieving targets in a consumption-based or usage-based environment.
• Experience applying MEDDPICC or equivalent to focus pipeline and filter low-probability deals.
• Track record of presentations and demos tied to euros saved, revenue gained or risk mitigated.
• Strong negotiation skills and collaborative, coachable attitude.
• Fluency in Japanese and English.
• Bonus: prior experience at an open-source or developer-centric infrastructure company.