Emerging Enterprise Account Executive, West

Elastic • Colorado, United States, CO

7d • $188,800 - $298,700

About The Position

Elastic is seeking a high-energy Enterprise Account Executive to drive new revenue and expansion in strategic Enterprise accounts. The role owns a defined territory and is responsible for creating pipeline, telling the Elastic Search AI story, and closing complex, multi-stakeholder deals in a consumption-based model. It combines sales execution, technical fluency, and cross-functional collaboration to support growth in the Enterprise segment.

The Account Executive develops outbound pipeline, qualifies opportunities, delivers tailored value narratives and demonstrations, and works with customers on deal strategy and close plans. The role leads executive negotiations and positions Elastic’s search, observability, and security capabilities in the context of cloud economics, usage-based pricing, and modern data architectures. It partners with Solutions Architects, Customer Success, Marketing, and RevOps to advance deals and customer outcomes.

Compensation consists of base salary plus variable compensation at a 50/50 mix. The listed typical starting base salary range is $94,400–$149,400 USD, the target variable range is $94,400–$149,300 USD, and the OTE range is $188,800–$298,700 USD. The role is also eligible for Elastic’s stock program. Elastic describes itself as a distributed company and offers flexible locations and schedules for many roles.

Requirements

• At least 5 years of success closing complex Enterprise deals in a SaaS quota-carrying role, consistently exceeding targets in a consumption-based or usage-model environment.
• Ability to apply MEDDPICC or an equivalent discovery and qualification framework to maintain disciplined pipeline and eliminate low-probability deals.
• Track record of executive-level presentations and demonstrations that connect product capabilities to financial or risk-related outcomes.
• Experience negotiating multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical fluency across topics including observability, security, vector and traditional search, and cloud cost optimization.
• Collaborative, coachable approach; ability to partner effectively with internal teams, incorporate feedback, and embody Elastic’s values of community and openness.
• Genuine appreciation for open-source communities and the Elastic model.

Nice To Haves

• Experience selling or advocating in an open-source context.
• Experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability use cases, including logs, metrics, and traces, or security analytics use cases such as SIEM/XDR.

Responsibilities

• Own a defined territory and proactively build pipeline through outbound email, calls, and social outreach, generating at least 50% of booked opportunities.
• Discover and qualify customer pain, business impact, budget, and decision criteria using frameworks such as MEDDPICC.
• Create and deliver tailored value narratives and live demonstrations connecting Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Collaborate with customers on formal close plans and maintain current CRM records, targeting at least 90% forecast accuracy within ±10%.
• Lead executive-level contract and pricing discussions, defend value, structure give/get trades, and secure multi-year consumption commitments.
• Position Elastic as a Search AI platform by explaining cloud economics, usage-based pricing, and modern data architectures.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver customer outcomes.

Benefits

• Eligibility to participate in Elastic’s stock program.
• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Health coverage for employees and their families in many locations.
• Flexible locations and schedules for many roles.
• Generous vacation days each year.
• Matching of up to $2,000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year for volunteer projects.
• A minimum of 16 weeks of parental leave.
• Competitive pay based on the work performed, not previous salary.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed