Elastic
Enterprise Account Executive - Bay Area or Texas
Elastic, Granite Heights, Wisconsin, United States
Overview
Enterprise Account Executive - Bay Area or Texas
role at
Elastic . Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role
Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive
to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment. What You Will Be Doing
Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities. Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%. Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring
Proven SaaS quota‑carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment. Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. Bonus Points
Prior experience at an open-source or developer‑centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Compensation & Benefits
Compensation includes base salary plus a variable component (On-Target Earnings, OTE) with a 50/50 base-to-variable pay mix. Typical starting ranges are provided below and may be adjusted in the future. The typical starting salary range for this role is:
$113,300—$179,200 USD The typical starting Target Variable range for this role is:
$113,200—$179,100 USD The typical starting On-Target Earnings (OTE) range for this role is:
$226,500—$358,300 USD Elastic also offers a stock program, a company-matched 401k with dollar-for-dollar matching up to 6%, and a holistic benefits package focused on well-being. Additional Information
As a distributed company, Elastic values diversity and strives for parity of benefits across regions. We are an equal opportunity employer and protect applicants from discrimination. If you require accommodations during the application process, please email candidate_accessibility@elastic.co. Applicants have rights under Federal Employment Laws. See the Privacy Statement for details. Note
We do not include external postings or unrelated roles in this description.
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Enterprise Account Executive - Bay Area or Texas
role at
Elastic . Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role
Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive
to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment. What You Will Be Doing
Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities. Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%. Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring
Proven SaaS quota‑carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment. Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. Bonus Points
Prior experience at an open-source or developer‑centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Compensation & Benefits
Compensation includes base salary plus a variable component (On-Target Earnings, OTE) with a 50/50 base-to-variable pay mix. Typical starting ranges are provided below and may be adjusted in the future. The typical starting salary range for this role is:
$113,300—$179,200 USD The typical starting Target Variable range for this role is:
$113,200—$179,100 USD The typical starting On-Target Earnings (OTE) range for this role is:
$226,500—$358,300 USD Elastic also offers a stock program, a company-matched 401k with dollar-for-dollar matching up to 6%, and a holistic benefits package focused on well-being. Additional Information
As a distributed company, Elastic values diversity and strives for parity of benefits across regions. We are an equal opportunity employer and protect applicants from discrimination. If you require accommodations during the application process, please email candidate_accessibility@elastic.co. Applicants have rights under Federal Employment Laws. See the Privacy Statement for details. Note
We do not include external postings or unrelated roles in this description.
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