Senior Services Sales Executive, Enterprise Accounts

Elastic

3d • $135,700 - $214,700

About The Position

Elastic is seeking a Senior Services Sales Executive for its Enterprise Accounts segment to drive professional services growth across high-value U.S. enterprise relationships. This quota-carrying role owns the full services sales cycle, from originating pipeline through commercial close, across a portfolio of Global 500 and industry-leading accounts. The executive uses established senior-level relationships to develop opportunities, navigate complex organizations, and turn customer goals into scoped, commercially sound engagement programs. The role works closely with Account Executives, Solutions Engineers, and Services Delivery leaders to make services a strategic part of account plans and to ensure engagements deliver strong outcomes.

The position involves selling complex, multi-phase, multi-year services programs tied to customer transformation initiatives, including modernization, platform migrations, security, and AI and analytics. The executive develops business cases and value frameworks, manages commercial structures and negotiations, and contributes market insight to improve Elastic’s services offerings. Compensation includes base salary and target variable pay, with an 80/20 base-to-variable mix. The stated typical starting OTE range is $135,700–$214,700 USD, and the role is eligible for Elastic’s stock program.

Requirements

• 10+ years of quota-carrying professional services sales experience with consistent quota attainment in enterprise or strategic/global accounts.
• Personal experience originating and closing multi-million-dollar services engagements.
• Pre-existing executive relationships in the Fortune 500 or enterprise segment and a record of converting relationships into revenue.
• 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, forecast accurately, move 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 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 Enterprise accounts.
• Build and maintain a healthy, stage-accurate pipeline and forecast rigorously in Salesforce.
• Identify and originate services opportunities within existing accounts and new-to-services logos.
• Lead the full services sales cycle, including discovery, solutioning, Statement of Work development, commercial structuring, negotiation, and close.
• Architect and sell multi-phase, multi-million-dollar programs connected to customer transformation initiatives.
• Activate executive relationships and expand engagement to additional stakeholders within assigned accounts.
• Partner with Account Executives and Solutions Engineers to co-develop account plans, services investment strategies, and customer value presentations.
• Lead ROI discussions and create value frameworks linking services investments to measurable customer outcomes.
• Work with Services Delivery leadership to scope engagements that are both commercially viable and deliverable.
• Share field intelligence on buyer patterns, competitive dynamics, and packaging gaps to support growth and improvement of Enterprise services offerings.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• 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.
• Eligibility to participate in Elastic’s stock program.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior