Inside Sales - Account Executive, Acquisition

Elastic

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 As a Hunter Inside Sales Representative, you will be a pivotal part of Elastic’s growth focusing on selling, managing, and growing net new accounts within our Commercial segment. Our Hunter Virtual Sales Reps are individual contributors, focused on building new business, within a set of whitespace accounts. Within this role you will have the opportunity to engage and partner with large Commercial accounts solving critical business needs for those customers while positioning our suite of products across (Search, Observability, and Search). Are you someone who is a go-getter that has to drive to excel in a fast-growing segment of new accounts? If so, we’d love to hear from you! Ideal candidates will be based near Austin, TX; New York, NY; or Arlington, VA, and be available to work from the office as needed. What You Will Be Doing * Develop and build a territory plan for ~500 accounts that you will actively own, call, and manage in a defined territory * Focusing entirely on Whitespace Accounts  * Create a strategic prospecting strategy that you will execute daily to gain introductions, solve business challenges, and effectively position our technology * Identify and qualify new opportunities leveraging your own creativity, inbound lead flow, personal prospecting efforts, contacts, existing accounts and partners * Work cross-functionally with our sales development, marketing, partner, product and customer service teams to deliver outstanding results * Negotiate pricing and contractual terms as required to close the sale * Accurately forecast profitable and predictable territory performance and required resources through adherence of our sales process What You Bring * 2+ years of experience in sales roles, that are defined as hunting or creating new accounts * Strong ability to plan and execute strategies related to driving pipeline in whitespace accounts * A collaborative and inventive approach to problem-solving * The desire and ability to operate and thrive in an ambitious, self-starting environment * Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills 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, that together comprise the On-Target Earnings (OTE).  On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).   The typical starting OTE range for new hires in this role is listed below.  This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.   An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $65,600—$103,700 USD The typical starting Target Variable range for this role is: $65,500—$103,600 USD The typical starting On-Target Earnings (OTE) range for this role is: $131,100—$207,300 USD 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. 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) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (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 for our Privacy Statement.

Sonar

Who is Sonar? Sonar is driving the future of agent-centric software development. As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow,Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: SonarQube: The world’s leading AI code review and verification platform. SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: Committed to our customers and community. Obsessed with quality. Deliberate in our decisions. Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you. Position description As Technical Communications Manager at Sonar, you will own the bridge between deep product expertise and compelling public narrative. This is a rare role built for someone who understands how software gets built, has lived inside product marketing, and wants to use that fluency to shape how we communicate the Sonar narrative through our marketing campaigns, brand, and communications functions.  You will lead all product-related storytelling for our communications function — translating complex technical capabilities into narratives that land with engineers, developers, and technical decision-makers. You are the connective tissue between our technical PMMs and the communications, social, and brand teams, ensuring that what we build gets told with precision, context, and resonance. You think in campaigns. You understand the full marketing journey and the customer experience from awareness to advocacy. You are deeply community-minded and know that the most powerful communications today happen in the channels where developers actually live: forums, open-source threads, social feeds, and technical communities. This role will shape how Sonar earns credibility and trust in those spaces.

Ziprecruiter

We offer a hybrid work environment. Most US-based positions can also be performed remotely (any exceptions will be noted in the Minimum Qualifications below.) Our Mission: To actively connect people to their next great opportunity.  Who We Are:  ZipRecruiter is a leading online employment marketplace. Powered by AI-driven smart matching technology, the company actively connects millions of all-sized businesses and job seekers through innovative mobile, web, and email services, as well as partnerships with the best job boards on the web. ZipRecruiter has the #1 rated job search app on iOS & Android.  Summary of Job: As an Acquisition Account Executive, you’ll use your full-cycle selling skills to bring new subscribers onto the ZipRecruiter platform. You’ll be supported with market intelligence to identify and connect with employers who have never worked with ZipRecruiter before. This role requires a true new business acquisition mindset—handling everything from initial outreach and demoing the platform to managing free trials, developing proposals, and closing deals.    ZipRecruiter’s world-class training program, known internally as Dev Bay, is designed to set you up for long-term success at ZipRecruiter and beyond.   We don’t just encourage development, we live it. Upon starting in a sales role, you’ll begin with one week of new-hire onboarding, followed by 7 weeks of in-depth, hands-on, and highly rigorous sales training. This includes structured learning, consistent role-playing, and live-call practice to ensure you’re building real-world skills from day one. The goal is to prepare you for a seamless transition into a full quota-carrying role within your department.   While you are eligible to earn commission during Dev Bay, the primary focus is on mastering a strong foundation of skills that will enable you to exceed your goals not just early on, but throughout your entire career. KEY FOCUSES * Hit or exceed your monthly new business quota * Seek and secure net new accounts via cold calling and emailing * Drive revenue by prospecting and building a pipeline * Schedule and run demos with clients * Manage client funnels from free trials into paying accounts * Develop and openly share best practices among your peers * Make 50+ calls/day to assigned companies (SMB & Mid-Market) * Execute a defined email cadence designed to deliver 100+ emails per day to prospects * Meet and exceed activity and performance goals every 30-days * Pursue both company-delivered accounts and self-prospected accounts * Craft data-driven strategies for prospects based on job seeker insights * Cultivate client relationships to accelerate new business sales             MINIMUM REQUIREMENT * 1+ year cold calling (preferred) * 1+ year prospecting (preferred) * Proven success as an Account Executive, winning net new business (preferred) * High output activity (calls, emails, meetings, demos) * Builds trust and rapport with prospects * High need for achievement and competition; loves to win * Enthusiastic, optimistic, unfazed by rejection * Strong organization and time management * Active listener, probes for customer needs * Coachable and open-minded to feedback * Strong interpersonal communication skills * Thrives under pressure and deadlines * Organized, reliable, detail-oriented * Familiar with 30-45 day sales cycle * Knowledge of the job board/HR industry (preferred) * Prior B2B experience (preferred) * Regular, reliable, and predictable attendance, along with consistent adherence to scheduled work hours, is an essential requirement of this position  As part of our team, you’ll enjoy: * Competitive salary * Exceptional benefits package * Flexible Vacation & Paid Time Off * Employer-matched 401(k) plan The US base pay for this position is $24.04 per hour. In addition to the base hourly rate, this role is eligible for a target commission of $27,000.00 annually (based on full-time hours and 100% quota attainment). Your actual compensation will vary based on performance against sales targets. Depending on the position offered, equity, bonuses, commission, or other forms of compensation may also be provided as part of a total compensation package, in addition to a full range of medical, financial, and other benefits. #LI-Remote ZipRecruiter is proud to be an equal opportunity employer and provides equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or genetics. Privacy Notice: For information about ZipRecruiter's collection and processing of job applicant personal data for this job, please see our Privacy Notice at: https://www.ziprecruiter.com/careers/job-applicant-privacy-notice