Strategic Account Executive - Financial Services

Elastic • California, United States, CA

13h • $226,500 - $358,300 • Hybrid

About The Position

Elastic is seeking a Strategic Account Executive to prospect, qualify, pursue, develop, and close strategic software and SaaS opportunities in assigned Fortune 250 accounts. The role focuses on building trusted-advisor relationships with senior executives and other decision-makers, positioning Elastic as a preferred partner, identifying customer needs, and developing compelling business cases and account strategies. The ideal candidate resides in Southern California or Phoenix and has experience selling complex technology solutions to credit card companies or other large, distributed financial services organizations.

The Strategic Account Executive develops detailed knowledge of customers’ technology landscapes, organizational structures, business strategies, and competitive environments. They create and maintain actionable account and business plans, identify opportunities to win new business and expand existing use of Elastic products and services, lead sales cycles and negotiations, and coordinate internal and external resources to advance opportunities. The role also requires developing a working understanding of Elastic’s products and solutions and maintaining a rolling sales pipeline.

Compensation is structured as base salary plus target variable compensation at a 50/50 pay mix. The stated starting base salary range is $113,300–$179,200 USD, target variable range is $113,200–$179,100 USD, and on-target earnings range is $226,500–$358,300 USD. The position is eligible for Elastic’s stock program.

Requirements

• 10–15+ years of technology sales experience in the banking and financial services industry.
• Proven experience working with American Express and/or large global financial services organizations as a Global Account Manager or Strategic Account Manager.
• A successful track record leading complex negotiations for software and SaaS solutions.
• Knowledge of banking and financial services, including credit card payment systems and areas such as servicing, retail banking, fraud, and audit, with experience in similarly complex software or cloud solutions.
• A history of progressively improving B2B sales performance for high-technology solutions, including progressively higher quota achievement and sales diversity.
• Experience selling to and influencing C-level executives at Fortune 500 companies on seven- to eight-figure opportunities.
• Knowledge of subscription and SaaS licensing attributes, including subscriptions, cloud costs, cloud credits, and services.
• Strong selling and presentation skills with a high rate of success.
• Strong leadership and ability to work with and manage people across functions and geographies.
• Bachelor’s degree or equivalent work experience.
• Ideal candidate resides in Southern California or Phoenix.

Responsibilities

• Discover, document, and maintain a detailed understanding of clients’ technology landscapes relevant to Elastic.
• Map organizational counterparts across lines of business, internal IT, and economic buyers for relevant solution areas.
• Stay informed about each account’s strategic growth plans, technology strategy, competitive landscape, and relevant industry developments by reviewing public information.
• Develop sales strategies and account plans to win new business and expand customer use of Elastic software, SaaS, and services while supporting revenue targets and balanced growth.
• Build positive, trusted customer relationships through understanding customer requirements and demonstrating the value of advice, solutions, and implementation expertise.
• Create and maintain actionable account plans, lead account relationships and sales cycles, profile customer personas, and identify new business opportunities.
• Use regional and cross-functional resources to serve global account customers and advance opportunities.
• Develop and deliver business plans addressing customer priorities and obstacles, using value justification, benchmarking, and return-on-investment data to support decisions.
• Maintain a rolling sales pipeline and collaborate with marketing, alliance partners, channels, and support organizations.
• Develop technical aptitude and working knowledge across Elastic products and solutions.
• Lead complex deal negotiations and coordinate internal team efforts to progress opportunities.

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 vacation days.
• Matching of financial donations and service contributions up to $2,000 or local currency equivalent.
• Up to 40 hours per year for volunteer projects.
• At least 16 weeks of parental leave.
• A range of benefits emphasizing employee well-being.

What This Job Offers

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