Inside Account Executive Japan

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 Japanese 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. • Fluency in Japanese and English Bonus Points • Prior experience at an open-source or developer‐centric infrastructure company. 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! 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…