Enterprise Account Executive - Overlay - PNW

Elastic • Oregon, United States, OR

4d • $226,500 - $358,300 • Remote

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 pipeline, communicates the Elastic Search AI platform’s value, and closes complex, multi-stakeholder deals using a consumption-based model. It combines sales execution, technical fluency, and cross-functional collaboration to support growth in the Enterprise segment.

The position includes proactive territory development, rigorous qualification, tailored value storytelling and demonstrations, collaborative close planning, accurate forecasting, executive-level negotiation, and partnership with internal teams to deliver customer outcomes. Compensation consists of base salary and a variable component at a 50/50 pay mix. The stated starting OTE range is $226,500–$358,300 USD, comprising a typical starting salary range of $113,300–$179,200 and target variable range of $113,200–$179,100. The role is also eligible for Elastic’s stock program and benefits, including a company-matched 401(k), health coverage in many locations, flexible locations and schedules for many roles, vacation days, donation matching, volunteer time, and parental leave.

Requirements

• At least 5 years of success closing complex enterprise deals and consistently exceeding quota in a consumption-based or usage-model environment.
• Demonstrated ability to apply MEDDPICC or an equivalent discovery and qualification framework.
• Experience delivering executive-level presentations and demonstrations that connect product capabilities to financial or risk-related outcomes.
• A record of landing 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, including partnering effectively with internal teams and incorporating feedback.
• 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, or 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 a proactive outbound cadence across email, calls, and social channels, generating at least 50% of booked opportunities.
• Conduct discovery and qualification to uncover customer pain, business impact, budget, and decision criteria, using frameworks such as MEDDPICC.
• Develop 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 and maintain CRM records and forecast accuracy of at least 90% within ±10%.
• Lead high-stakes contract and pricing discussions, 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 accelerate deals and support customer outcomes.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Stock program eligibility.
• Health coverage for employees and their families in many locations.
• Flexible locations and schedules for many roles.
• Vacation days each year.
• Matching of financial donations and service contributions up to $2,000 or local currency equivalent.
• 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