[Hiring] Account Executive @Referral Board

Role Description

Elastic, the Search AI company, is looking for a high-energy, hunter-minded Senior Account Executive to own and grow our Managed Security Service Provider (MSSP) ecosystem across the UK and Ireland. This is a dual-motion role: recruit net-new MSSP partners into the Elastic programme and expand the commercial footprint of existing MSSP relationships—driving revenue both ‘to’ and ‘through’ partners.

The UK managed security services market is growing at nearly 12% per year. Forward-looking MSSPs are moving away from legacy SIEM platforms toward Elastic Security: an agentic platform with resource-based pricing that scales with partner economics. You will help MSSPs unlock the value of Elastic’s AI-driven threat detection, native automation, and open architecture—enabling them to serve more customers with better margins and a genuinely differentiated service.

What You Will Be Doing

• Recruit & develop new MSSP partners: Identify and engage target MSSPs and security-focused MSPs across UKI, leading the conversation from prospecting through programme enrolment and first revenue.
• Grow existing MSSP relationships: Own a portfolio of established partners; build joint business plans, define security service roadmaps, and expand Elastic’s footprint across their customer base.
• Build & forecast an accurate pipeline: Manage a healthy pipeline of ‘to’ and ‘through’ partner opportunities, maintaining ≥90% forecast accuracy and CRM hygiene throughout.
• Tell the Elastic value story: Deliver tailored narratives connecting Elastic Security’s platform—Attack Discovery, AI Assistant, Workflows, Agent Builder, resource-based pricing—to the commercial outcomes MSSPs care about: margin, scalability, and differentiation.
• Shape the partner’s security roadmap: Collaborate with partner product and operations teams to build a capability roadmap on Elastic, enabling scalable managed security service delivery across cloud, on-premise, or hybrid.
• Enable partner sales & technical teams: Train MSSP teams on Elastic’s proposition and co-create joint go-to-market plans aligned to the Elastic Partner Programme.
• Convert MSPs to recurring security revenue: Guide traditional MSPs and VAR partners from transactional resale into profitable, recurring managed security services built on Elastic.

Qualifications

• Proven MSSP/MSP sales track record: 5+ years of quota-carrying experience with managed service or managed security providers, consistently overachieving in a consumption or recurring revenue model.
• Hunter mentality: Demonstrated ability to identify and land net-new partner relationships from a target list—you generate your own pipeline and thrive in a high-growth environment.
• Expert discovery & qualification: Applies MEDDPICC or equivalent frameworks to drive disciplined pipeline management and eliminate low-probability deals early.
• Security domain fluency: Working knowledge of the MSSP landscape, SIEM/XDR market dynamics, and the business model pressures facing Tier 2/3 security providers in UKI.
• Technical & commercial literacy: Comfortable discussing cloud economics, resource-based pricing, multitenancy architectures, and how AI-driven triage translates to MSSP margin improvement.
• Negotiation & closing capability: History of landing multi-year, high-ACV partner agreements while protecting margin and securing CxO buy-in.
• Collaborative & coachable: Partners effectively with internal teams and embodies Elastic’s values of community, openness, and distributed innovation.

Bonus Points

• Experience at an open-source, developer-centric, or Search AI infrastructure company.
• Familiarity with SIEM/XDR/EDR use cases in an MSSP delivery context, or experience displacing legacy SIEM vendors (Splunk, QRadar, Sentinel).
• An existing network of MSSP or SOC-as-a-service relationships across UKI.
• Genuine appreciation for open-source communities and the Elastic model.

Benefits

• 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 a minimum of 16 weeks of parental leave.