Senior Services Sales Executive, Strategic Accounts — Americas Wes

Elastic • Colorado, United States, CO

2d • $165,800 - $262,300

About The Position

Elastic is hiring a Senior Services Sales Executive for its Strategic Accounts segment in the Americas West. The role is responsible for driving professional services growth across a portfolio of high-value Global 500 and other strategic accounts. It is a quota-carrying sales position with ownership of the services sales cycle from pipeline origination through commercial close.

The executive develops new services opportunities, sells complex multi-year engagements, activates executive relationships, and works with Account Executives, Solutions Engineers, and Services Delivery leaders to align services with customer account strategies and delivery outcomes. The role also contributes market and buyer insights to help improve Elastic’s services offerings for strategic customers.

Compensation consists of base salary and target variable pay in an 80/20 mix. The stated starting OTE range is $165,800–$262,300 USD, comprising a base salary range of $132,700–$209,900 USD and a target variable range of $33,100–$52,400 USD. The role is eligible for Elastic’s stock program.

Requirements

• 10 or more years of quota-carrying professional services sales experience, with consistent attainment in enterprise or strategic/global accounts.
• Personal experience originating and closing multi-million-dollar services engagements.
• Pre-existing executive relationships in the Global 500 or strategic segment and a record of converting those relationships into revenue.
• Demonstrated experience managing and growing a portfolio of complex, high-stakes accounts and building long-term executive trust.
• Fluency in services deal structures, including time-and-materials, fixed-fee, managed services, and subscription-based delivery models.
• Experience negotiating Master Services Agreements, Statements of Work, and custom commercial terms with procurement and legal teams.
• Ability to lead technical scoping conversations and translate customer architecture goals into realistic, well-scoped engagement plans.
• Strong executive presence and effectiveness in C-suite conversations, including discovery and active listening.
• Ability to build pipeline intentionally, forecast accurately, advance deals with urgency, and maintain customer momentum.
• Ability to collaborate in a co-selling model with Account Executives, Solutions Engineers, customer success managers, and delivery leaders.
• Genuine curiosity about technology and willingness to learn Elastic’s platform and speak credibly about search, observability, and security use cases.
• Bachelor’s degree in a technical or business field.

Nice To Haves

• Experience selling services in search, observability, security, data analytics, or broader enterprise software.
• Familiarity with AWS, GCP, Azure, and modern data architectures.
• MBA or similar advanced degree.

Responsibilities

• Carry and consistently achieve a services bookings quota across a named portfolio of Strategic accounts.
• Build and maintain a healthy, stage-accurate pipeline and forecast rigorously in Salesforce.
• Identify and originate services opportunities in existing accounts and new-to-services logos by mapping whitespace, uncovering initiatives, and creating demand.
• Lead the full services sales cycle, including discovery, solutioning, Statements of Work, commercial structuring, negotiation, and close.
• Architect and sell multi-phase, multi-million-dollar programs, including modernization, platform migrations, security programs, and AI or analytics buildouts.
• Activate existing executive relationships and expand relationships to new stakeholders within assigned accounts.
• Partner with Account Executives and Solutions Engineers to develop account plans, align services investment strategies, and present a unified value story.
• Lead ROI discussions and develop value frameworks connecting services investments to measurable customer outcomes.
• Work with Services Delivery leadership to scope engagements that are commercially viable and deliverable.
• Share field intelligence on buyer patterns, competition, and packaging gaps to improve services offerings for the Strategic market.

Benefits

• Company-matched 401(k), matching dollar-for-dollar 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.
• 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: Senior