Emerging Enterprise Account Executive, West
About The Position
Elastic is seeking a high-energy Enterprise Account Executive to drive new revenue and expansion within strategic enterprise accounts. The role owns a defined territory, builds a pipeline, communicates the Elastic Search AI platform’s value, and closes complex, multi-stakeholder deals in a consumption-based model. The position 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, creates mutual close plans, maintains forecast accuracy, and leads executive-level contract and pricing discussions. The role also positions Elastic in the context of cloud economics, usage-based pricing, and modern data architectures, partnering closely with Solutions Architects, Customer Success, Marketing, and RevOps. Compensation consists of base salary and variable pay on a 50/50 mix. The posted starting OTE range is $188,800–$298,700 USD, comprising a base salary range of $94,400–$149,400 USD and target variable range of $94,400–$149,300 USD. The role is currently eligible for Elastic’s stock program. Elastic also describes a distributed work environment, flexible locations and schedules for many roles, and a range of employee benefits.
Requirements
- At least 5 years of successful quota-carrying SaaS sales experience closing complex enterprise deals and consistently exceeding targets in a consumption-based or usage-model environment.
- Demonstrated ability to use MEDDPICC or equivalent discovery and qualification frameworks to manage pipeline and eliminate low-probability opportunities.
- Track record of executive-level presentations and demonstrations that connect product capabilities to measurable financial or risk outcomes.
- Experience negotiating and closing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
- Comfort discussing technical topics including observability, security, vector and traditional search, and cloud cost optimization.
- Collaborative, coachable approach; ability to work effectively with internal teams, incorporate feedback, and reflect Elastic’s values of community and openness.
- Genuine appreciation for open-source communities and the Elastic model.
Nice To Haves
- Experience at an open-source or developer-centric infrastructure company.
- Familiarity with observability use cases involving logs, metrics, and traces, or security analytics use cases such as SIEM/XDR.
- Experience selling or advocating in an open-source context.
Responsibilities
- Own a defined territory and develop and execute proactive outbound outreach by email, phone, and social channels, generating at least 50% of booked opportunities.
- Conduct discovery and qualify opportunities by uncovering customer pain, business impact, budget, and decision criteria, using frameworks such as MEDDPICC.
- Develop and deliver tailored value narratives and live demonstrations that connect Elastic Search, Observability, and Security capabilities to measurable business outcomes.
- Collaborate with customers on formal mutual close plans and keep CRM records current, maintaining at least 90% forecast accuracy within ±10%.
- Lead high-stakes contract and pricing negotiations, defend value, structure give/get trades, and secure multi-year consumption commitments.
- Position Elastic as a Search AI platform by discussing cloud economics, usage-based pricing, and modern data architectures.
- Partner with Solutions Architects, Customer Success, Marketing, and RevOps to advance deals and support customer outcomes.
Benefits
- 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.
- At least 16 weeks of parental leave.
- Eligibility to participate in Elastic’s stock program.
- Competitive pay based on the work performed, not previous salary.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
