Enterprise Account Executive - Southeast

Elastic

4d • $188,800 - $298,700

About The Position

Elastic is seeking a high-energy Enterprise Account Executive to drive new revenue and expansion within strategic Enterprise accounts in a defined Southeast territory. The role owns territory development, pipeline generation, customer engagement, and the closing of complex, multi-stakeholder deals in a consumption-based model. It combines sales execution, technical fluency, and cross-functional collaboration to support Elastic’s growth in the Enterprise segment.

The Account Executive develops outbound pipeline, qualifies opportunities, presents tailored value narratives and demonstrations, coordinates deal strategies and forecasts, leads executive negotiations, and partners with internal teams to deliver customer outcomes. Compensation consists of base salary and variable pay in a 50/50 mix. The advertised starting OTE range is $188,800–$298,700 USD, with eligibility for Elastic’s stock program. The role is part of Elastic’s distributed company, with flexible locations and schedules available for many roles.

Requirements

• At least 5 years of success closing complex Enterprise SaaS deals and consistently exceeding quota in a consumption-based or usage-model environment.
• Demonstrated ability to apply MEDDPICC or an equivalent qualification framework to manage pipeline discipline and eliminate low-probability opportunities.
• Experience delivering executive-level presentations and demonstrations that connect product capabilities to financial or risk-related outcomes.
• Track record of negotiating multi-year, high-ACV contracts while protecting margin and gaining executive stakeholder buy-in.
• Comfort discussing technical topics including observability, security, vector and traditional search, and cloud cost optimization.
• Ability to collaborate effectively with internal teams, incorporate feedback, and demonstrate a learning mindset.
• Genuine appreciation for open-source communities and the Elastic model.

Nice To Haves

• Experience selling or advocating in an open-source software context.
• Prior 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.

Responsibilities

• Own a defined territory and develop a proactive email, call, and social outbound cadence, 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.
• Create and deliver tailored value narratives and live demonstrations connecting Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Build formal close plans with customers, keep CRM information up to date, and maintain 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 communicating about cloud economics, usage-based pricing, and modern data architectures.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and support customer outcomes.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Eligibility to participate in Elastic’s stock program.
• 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.
• Competitive pay based on the work performed, not previous salary.

What This Job Offers

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