Enterprise Account Executive for the Ministry of Defence

vor 1 Woche

Berlin, Berlin, Deutschland Elastic Vollzeit 60.000 € - 120.000 € pro Jahr

What Is The Role

Elastic, the Search Analytics company, is seeking a dynamic Enterprise Account Executive for the MOD (BMVg). You'll be the owner of this Strategic account where you'll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the EMEA Central Enterprise segment.

What You Will Be Doing

  • Drive the adoption of Elastic's AI-powered search solutions within German Armed Forces ("Bundeswehr") and Bundeswehr companies, especially BWI GmbH.
  • Build and execute an account plan, a long-term growth plan, leveraging Elastic's Search AI platform to solve real business challenges.
  • Develop and nurture executive relationships, influence decision-making, and drive customer success.
  • Lead cross-functional teams (Sales Engineering, Customer Architecture, Product, Partner and Services) to deliver value and innovation.
  • Continuously optimize account strategy based on feedback, performance metrics, and evolving customer needs.
  • Demonstrate a growth mindset: proactively seek new opportunities, learn from setbacks, and adapt to change.
  • Model a leader mindset: inspire others, drive alignment, and foster a culture of collaboration and accountability.

What You Bring

  • Proven selling experience and network within German Armed Forces ("Bundeswehr") and Bundeswehr companies, especially BWI GmbH
  • Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
  • Strong leadership skills: able to set vision, influence others, and drive execution.
  • Growth mindset: curious, resilient, and always looking for ways to improve and innovate.
  • Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
  • Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
  • Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
  • Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic's values of community and openness.
  • Native German speaker

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

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