What Is The Role
Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll be the owner of a defined territory 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 Enterprise segment.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.

• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.

• 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, maintaining ≥90 % forecast accuracy within ±10 %.

• Executive 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: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.

• 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.

• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.

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!

***NB - Individual must be based in the Johannesburg/Pretoria region***

#LI-PM1

Spinnaker Support provides global enterprise software support, managed services, and project-based consulting to many of the world’s most recognized and respected brands. Founded in 2008, our customer focus, business integrity, exacting standards, and depth of expertise have earned us the trust and loyalty of over 1,300 organizations located in 104 countries. Our dedicated international team works closely with every customer to ensure they receive exceptional, customized services that clear the way for their operational success. Today, Spinnaker Support is proud to be the industry’s highest-rated provider for third-party software support services for Oracle, SAP, JD Edwards and VMware.

We have an immediate opening for a Senior Account Executive, specializing in Oracle Sales, based in South Africa. This position is primarily responsible for selling third-party support/maintenance, application and technical support services into the SAP client base. Responsible for establishing and building relationships with new customers and maintaining consistent contact; conducting targeted campaigns to generate and qualify leads; developing and closing opportunities for the services we deliver; and maintaining the CRM database.

Requirements:

• 10+ years of direct sales experience, with 5+ years experience in Oracle Sales
• Microsoft Office and desktop applications experience, strong PowerPoint and presentation knowledge required, ability to map process, write work instructions
• Salesforce.com (or similar CRM) experience a plus
• Solution Selling sales methodology
• Proven hunting and net new sales skills
• Strong interpersonal, written, and oral communication skills
• Ability to instil confidence in clients and be persuasive
• Experience working cross-functionally with product and service subject matter expert
• Must be self-motivated, a strong team player, and strive to work in a highly collaborative environment
• Desire to work in a dynamic and fast paced environment and ability to work autonomously with limited supervision
• Strong work ethic and disciplined

Responsibilities:

• Proactive hunting activity in assigned territory
• Execute flawless Solution Selling sales engagements
• C-level communications, presentations and sales
• Lead and manage pursuit team consisting of subject matter expertise through a complex sales process
• Own scope discovery activities
• Consistently overachieve an attainable sales quota
• Maintain necessary opportunity pipeline to support sales quota performance expectations

So, what's the role all about?

Our Sales Team is growing with the hire of an Enterprise Account Executive who will work strategically to win new business across the Southern Africa region. We’re looking for someone to exceed revenue quotas through the generation of new logo sales across our portfolio of CX, CCaaS, AI & Digital products. This is an incredible opportunity for someone to lead the way in a developing territory for us.

As an Enterprise Account Executive at NiCE, you will possess the knowledge and the aptitude to understand new and existing customers’ needs for our digital solutions portfolio, improving their customer’s experience while articulating new and innovative ways of solving the customers’ business challenges. You will help define strategies that fit their strategic objectives while satisfying their customers using NiCE solutions; using tailored use cases which clearly articulate the value and potential of the Platform. 

How will you make an impact?

• Regularly close deals and build pipeline within or exceeding goals. Meets or exceeds assigned sales quota. 
• Assist and support sales partners in sales efforts by participating in sales calls and closing efforts. 
• Maintain product knowledge by attending continuous sales training. 
• Attend industry events.
• Build and maintain relationships with potential and current customers and sales partners. 
• Maintain a keen familiarity of CCaaS, Digital & AI competitors, especially strengths and weaknesses of each competitors' solutions. 
• Be a trusted advisor to our customers by understanding their processes, requirements, and challenges. 
• Engage customers in business, strategy, and ROI-based discussions to communicate how NiCE can help deliver value by changing the relationship they have with their customers. 

Have you got what it takes?

• Through knowledge of the SA CX Market.
• You’re consultative by nature, and can identify the problems your customers have, while skilfully positioning your comprehensive digital arsenal to solve those problems. 
• You have a proven track record of success as an Account Executive selling software & winning new business at Enterprise Level (>500 Seats)
• You’re a hunter – Comfortable managing the full sales cycle for NiCE customers, from prospecting to close, through the consultative sales approach. 
• You should have a multi-faceted background to succeed in this position including a deep understanding of the CCaaS market. Ideally this expertise would have been acquired in similar positions at other enterprise software companies or working within SI organizations while engaging closely with technology teams and customers.
• You’re motivated to exceed your quota & to chase the rewards on offer for successful Salespeople at NiCE 
• You demonstrate success working with little to no direct daily supervision in a home office setting retaining a proactive ‘can-do’ attitude, mentality, and output.

What’s in it for you?

You will join a Gartner Magic Quadrant Leader (9 years in a row), delivering success to more than 27,000 + customers globally, with an impressive year-on-year growth. You will benefit from working for a financially stable and a profitable company, enjoying a competitive compensation package including private healthcare, life assurance, a generous pension contribution and more!

Requisition ID: 10148

Reporting into: Managing Director, Sales.

Job type: Individual contributor.

#LI-Remote

We are seeking a highly motivated Business Development Representative (BDR) to join our dynamic Sales Team within the IBN team at our Cape Town office. The ideal candidate is energetic, driven, and passionate about sales, with a natural ability to build rapport and communicate effectively.

Reporting to the Sales Manager, this role offers high visibility and a direct path to advancement into an Account Executive position following successful performance as a BDR. This role will primarily focus on targeting clients in the Europe region, requiring a strong understanding of international business dynamics and the ability to engage with decision-makers across diverse markets.

As our Business Development Representative, you will be required to: 

• Uncover, qualify, and build a robust sales opportunity pipeline
• Source and target new customers through cold calling via phone and email
• Apply creative lead generation tactics to uncover potential sales prospects
• Qualify leads by connecting with potential clients and identifying decision-makers at the Executive and C-level
• Secure commitment from prospects to meet virtually with an Account Executive for a product demonstration
• Maintain accurate records of all interactions with qualified prospects using Salesforce.com

To apply for this role, you should possess the following skills, experience and qualifications: 

• Strong desire to gain hands-on sales experience, including effective targeting, lead generation, and relationship development
• Excellent written and verbal communication, and presentation skills
• High-energy, results-oriented personality with a positive attitude and proactive approach
• Ability to quickly learn complex subjects and communicate them in a clear, simple manner
• Familiarity with sales tools such as Salesforce, Hubspot, Outreach, Zoominfo, or similar platforms is a plus
• Tertiary qualification preferred or related experience
• 1 to 2 years of relevant sales experience or a natural flair for honest sales, with integrity and an excellent ability to build rapport with sincerity

Ready to turn conversations into opportunities? Apply now and let your sales story begin!

Join our growing global team! We’re hiring 100% remote Account Executives in North America, Brazil, India, Australia, Hong Kong, Indonesia, Korea, Singapore, United Kingdom, Switzerland, Germany, Qatar and South Africa.

In this role as an Account Executive you'll be at the forefront of expanding our reach, engaging with new enterprise accounts through hands-on prospecting and strategic hunting. You’ll be part of the team leading the charge at a top-tier company, well-recognized for revolutionizing the industry with our advanced Postgres toolset. It's a position for someone ready to drive growth and eager to contribute to a trailblazing journey in a dynamic environment.

What your impact will be…

• Identify new opportunities for sales expansion thorough market research. Tailor sales processes for enterprise-level prospects and create customized sales pitches to engage high-value clients successfully.
• Drive revenue growth by generating leads and cultivating relationships with potential clients. Achieve and aim to exceed sales targets through strategic selling methods. Craft and execute sales plans that successfully lead to revenue generation. Keep a pulse on sales performance with detailed metrics analysis to predict income trends.
• Discuss the terms and conditions of sales contracts with enterprise clients, ensuring that all agreements are favorable. Work in unison with legal teams to draft and review all contract documents meticulously.

What you will bring…

• 3-5+ years in enterprise sales experience 
• Skills in market research and analysis to identify sales opportunities 
• Ability to craft customized sales pitches for enterprise-level clients
• Expertise in lead generation strategies for B2B sales
• Proficiency in strategic hunting and prospecting techniques
• Track record of achieving and exceeding sales targets
• Proven success in leading revenue growth

About Paystack

Paystack helps businesses in Africa get paid by anyone, from anywhere in the world. Thousands of businesses, from fast‑growing startups to large enterprises, use Paystack to power payments, including Xero, Qatar Airways and many more.

Founded in Nigeria and now active across multiple African markets, Paystack is backed by Stripe and is building the payments infrastructure that will power growth across the continent. In South Africa, we work with ambitious businesses across e‑commerce, fintech, retail, logistics, and digital services.

About the Role

The Business Development Lead will own Paystack’s Business Development and Account Management function in South Africa, with a primary focus on driving enterprise growth.

This is a senior leadership role. You will be the specialised subject matter expert for enterprise revenue in South Africa. 

You will set the commercial strategy, build and lead a high‑performing team, and personally guide our most strategic opportunities and customer relationships. You will navigate complex, multi‑stakeholder sales cycles, translate Paystack’s evolving strategy into clear priorities for your function, and ensure that South African enterprises see Paystack as a trusted advisor, not just a vendor.

What You’ll Be Responsible For

• Lead the SA BD & Account Management function
  Define the strategy, operating model, and targets for winning, growing, and retaining South Africa’s most important customers. Translate company strategy into clear, actionable priorities and metrics for your team.
  
  
• Build and lead a high‑performing team
  Hire, develop, and manage BD and Account Management managers and their teams. Set expectations, coach through complex deals, and create a culture of ownership, collaboration, and continuous learning.
  
  
• Own enterprise pipeline and forecast
  Devise annual plans with clear segment, territory, and vertical focus. Maintain an accurate pipeline and forecast multiple quarters ahead, consistently hitting targets and earning trusted‑advisor status with customers and leadership.
• Guide complex deal and account strategy
  Support managers on high‑stakes opportunities: multi‑product, multi‑stakeholder, and multi‑year deals. Help teams manage the sales cycle artfully, understanding which levers to pull to move deals forward while protecting Paystack’s long‑term interests.
  
  
• Drive executive‑level customer engagement
  Build and maintain relationships with C‑level executives (CFO, CTO, COO, CEO) at key accounts. Understand their business drivers deeply, shape mutually beneficial deal structures, and ensure Paystack is seen as a strategic partner.
  
  
• Champion product & technical excellence in the field
  Maintain strong product and technical fluency (APIs, integrations, payments architecture) and ensure your team does the same. Use this knowledge to articulate customer requirements internally and to co‑create solutions with Product and Engineering.
  
  
• Lead cross‑functional execution
  Frequently lead cross‑functional groups (Product, Engineering, Risk, Support, Legal, Finance) through difficult decisions and trade‑offs to unlock customer value, while upholding Paystack’s risk and compliance standards.
  
  
• Model Paystack’s mission and values
  Use Paystack’s goals and values to guide decisions and communicate the “why” behind them. Help your org do the same, and motivate teams to deliver against our mission to accelerate commerce across Africa.

Core Competencies for Success in this Role

The ideal candidate consistently demonstrates the following:

• Scope & Impact: Acts as the accountable leader for enterprise revenue in South Africa; decisions on business‑critical commercial matters are trusted and often final. Influences strategy and execution across multiple teams and leads other managers to deliver outcomes.
• Decision Making: Owns complex team and cross‑functional dynamics, makes clear calls in ambiguous situations, and stands behind those decisions while incorporating feedback.
• Communication & Collaboration: Communicates complex and evolving company strategy simply and persuasively. Aligns teams around priorities and frequently leads cross‑functional groups through challenging problems.
• Managerial Skills: Leads complex, multi‑disciplinary teams and managers. Invests meaningfully in coaching, performance management, and succession planning.
• Pipeline Management: Plans and executes over a full fiscal year, with robust account and territory plans and reasonably accurate forecasts several quarters ahead. Hits targets consistently.
• Product Knowledge & Technical Competence: Understands the business and technical drivers of customer requirements, engages credibly at senior levels, and reliably finds win‑win deal opportunities for customers and Paystack.
• Sales Process Execution: Manages and reviews the sales process end‑to‑end, combining strong process discipline with an intuitive grasp of the levers that move deals. Shares knowledge proactively and is regarded internally as a subject matter expert.

What We’re Looking For

• 10+ years in enterprise business development, sales, or strategic account management, with at least 4+ years leading managers and teams in high‑growth B2B environments (fintech, payments, SaaS, or financial services strongly preferred).
• Proven track record of owning a regional or segment P&L or revenue target and consistently meeting or exceeding aggressive goals.
• Demonstrated success leading complex, multi‑stakeholder enterprise deals and account strategies in South Africa; comfortable operating at C‑suite level.
• Strong understanding of South Africa’s payments and digital commerce landscape, or the ability to ramp quickly on local market dynamics, regulation, and competitive environment.
• High technical and product fluency - able to understand APIs, integrations, and payments architecture, and to translate between business and technical stakeholders.
• Evidence of building scalable sales systems: territory design, quota setting, forecasting, CRM discipline, and sales playbooks.
• Exceptional written and verbal communication skills, with the ability to frame trade‑offs and decisions clearly for both internal and external audiences.
• Deep alignment with Paystack’s mission and values, and a track record of leading teams in a way that reflects those values in day‑to‑day decisions.

Nice to Have

• Direct experience with payment gateways, merchant acquiring, or developer‑focused fintech products.
• Existing senior‑level relationships across South African enterprises in Paystack‑relevant verticals.
• Familiarity with modern sales methodologies (e.g., MEDDIC, Challenger) and revenue operations best practices.

Why Join Paystack?

• High impact: You will shape the strategy, team, and playbook that defines how Paystack wins the South African enterprise market.
• Leadership scope: Lead managers and teams across BD and Account Management, with significant influence on product and go‑to‑market decisions.
• Strong backing: Operate with the agility of a growth‑stage African fintech and the resources and network of Stripe.
• Growth and learning: Work alongside top‑tier colleagues across Africa and globally, with meaningful opportunities for regional and global leadership.
• Competitive total rewards: Market‑leading base compensation, performance‑based variable pay, equity, and comprehensive benefits.