Enterprise Account Executive - PNW

Elastic • Washington, DC

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 in a defined territory. The role requires building pipeline, presenting the Elastic Search AI Platform, 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, aligns solutions to customer outcomes, and leads deal strategy, forecasting, negotiation, and closing. They partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver customer outcomes. Compensation consists of base salary and variable pay on a 50/50 mix. The typical starting OTE range is $226,500–$358,300 USD, comprising a typical starting salary range of $113,300–$179,200 USD and target variable range of $113,200–$179,100 USD. The role is eligible for Elastic’s stock program.

Requirements

• At least 5 years of success closing complex enterprise deals in a SaaS quota-carrying role, with consistent target overachievement in a consumption-based or usage-model environment.
• Demonstrated ability to use MEDDPICC or an equivalent qualification framework to manage pipeline discipline and eliminate low-probability deals.
• Track record of delivering executive-level presentations and demonstrations that connect product capabilities to financial or risk-related outcomes.
• History of negotiating multi-year, high-ACV contracts while protecting margin and obtaining executive stakeholder buy-in.
• Comfort discussing technical topics including observability, security, vector and traditional search, and cloud cost optimization.
• Collaborative, coachable approach, including effective partnership with internal teams and openness to feedback.
• Genuine appreciation for open-source communities and the Elastic model.

Nice To Haves

• Experience selling or advocating in an open-source context.
• Prior 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 develop a proactive outbound cadence across email, phone, and social channels, generating at least 50% of booked opportunities.
• Conduct discovery and qualify opportunities by identifying 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 mutual close plans with customers, maintain accurate CRM records, and achieve at least 90% forecast accuracy 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 drive 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 annual vacation days.
• 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.
• Holistic employee well-being benefits.

What This Job Offers

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