Senior Services Sales Executive, Strategic Accounts — Americas West

Elastic • California, United States, CA

2d • $165,800 - $262,300

About The Position

Elastic is seeking a Senior Services Sales Executive for its Strategic Accounts segment in the Americas West. This quota-carrying role drives professional services growth across a portfolio of high-value Global 500 and other strategic accounts, owning the services sales cycle from pipeline origination through commercial close. The executive activates established senior relationships, develops new opportunities, and turns customer goals into commercially sound, multi-million-dollar engagement programs.

The role partners with Account Executives and Solutions Engineers to make services a strategic part of account plans, and works with Services Delivery leadership to ensure proposed engagements are deliverable and successful. The position includes selling complex, multi-year programs related to modernization, platform migrations, security, and AI or analytics initiatives, while contributing field insight to 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 salary range of $132,700–$209,900 USD and a target variable range of $33,100–$52,400 USD. The role is also eligible for Elastic’s stock program. Elastic describes itself as a distributed company and offers flexible locations and schedules for many roles.

Requirements

• 10+ years of quota-carrying professional services sales experience, with consistent quota attainment in enterprise or strategic/global accounts.
• Personally originated and closed multi-million-dollar services engagements.
• Pre-existing executive relationships in the Global 500 or strategic-account segment and a record of converting those relationships into revenue.
• Experience managing and growing a portfolio of complex, high-stakes accounts, including earning and maintaining executive-level 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 engagement plans.
• Strong executive presence and effectiveness in C-suite discovery and relationship-building conversations.
• Disciplined pipeline development, accurate forecasting, and ability to maintain deal 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 discuss search, observability, and security use cases with technical buyers.
• Bachelor’s degree in a technical or business field.

Nice To Haves

• Experience selling services in search, observability, security, data analytics, or 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; maintain a healthy, stage-accurate pipeline and disciplined Salesforce forecasts.
• Originate services opportunities in existing accounts and new-to-services logos by mapping whitespace, uncovering initiatives, and creating demand.
• Own the full services sales cycle, including discovery, solutioning, Statements of Work, commercial structuring, negotiations, and closing.
• Architect and sell multi-phase, multi-million-dollar programs for customer transformation initiatives, including modernization, platform migrations, security programs, and AI or analytics buildouts.
• Activate executive relationships and expand contacts within owned accounts to open opportunities, accelerate pipeline, and close business.
• Partner with Account Executives and Solutions Engineers on account plans, services investment strategies, and customer value presentations.
• Lead ROI discussions and build value frameworks that connect services investments to measurable customer outcomes.
• Work with Services Delivery leadership to scope engagements that are commercially viable and deliverable.
• Share field intelligence about buyer patterns, competition, and packaging gaps to help improve services offerings for the strategic market.

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.
• Generous vacation days each year.
• Matching 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