Elastic
Enterprise Account Executive - Pursuit - Bay Area or TX
Elastic, San Francisco, California, United States, 94199
Overview
Enterprise Account Executive - Pursuit - Bay Area or TX Location: United States, California, Mountain View Role date: Oct 30, 2025 Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. Elastic's complete cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role
Elastic is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your 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 growth in the Enterprise segment. What You Will Be Doing
Own your territory and build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates 50% of booked opportunities. Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only the highest-confidence deals. Value storytelling and 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 and forecast accuracy: Build formal close plans with customers and maintain CRM data, aiming for 90% forecast accuracy within 10% variance. Executive negotiation and closing: Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and secure multi-year consumption commitments. Domain and cloud acumen: Speak fluently about cloud economics, usage-based pricing, and modern data architectures to position Elastic as the platform of choice. Cross-functional partnership: Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver exceptional customer outcomes. What You Bring
Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals in a consumption-based or usage-model environment. Expert discovery and qualification skills: Ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline. Compelling value storytelling: Experience delivering executive-level presentations and demos linking product capabilities to financial impact. Strong negotiation chops: History of securing multi-year, high-ACV contracts while protecting margins and obtaining executive buy-in. Technical and cloud fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset and coachability: Partners effectively with internal teams and embodies Elastic’s values. Open Source enthusiasm: Appreciation for open-source communities; 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 and Benefits
The role offers base salary plus a variable component forming On-Target Earnings (OTE). OTE is based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. The range may be adjusted over time and may be higher or lower than posted. 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 Additional Information
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates diverse perspectives. Qualified applicants will receive consideration without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, disability status, or any other status protected by law. We provide a comprehensive benefits program, including health coverage, flexible locations and schedules, vacation time, charitable donation matching, volunteer time, parental leave, and a company-matched 401k with up to 6% matching. To request an accommodation during the application process, please email candidate_accessibility@elastic.co. Applicants have rights under federal employment laws; see posters linked in the original posting. Elastic is committed to export control compliance where applicable. Please apply directly for this job on the employer’s website.
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Enterprise Account Executive - Pursuit - Bay Area or TX Location: United States, California, Mountain View Role date: Oct 30, 2025 Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. Elastic's complete cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role
Elastic is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your 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 growth in the Enterprise segment. What You Will Be Doing
Own your territory and build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates 50% of booked opportunities. Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only the highest-confidence deals. Value storytelling and 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 and forecast accuracy: Build formal close plans with customers and maintain CRM data, aiming for 90% forecast accuracy within 10% variance. Executive negotiation and closing: Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and secure multi-year consumption commitments. Domain and cloud acumen: Speak fluently about cloud economics, usage-based pricing, and modern data architectures to position Elastic as the platform of choice. Cross-functional partnership: Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver exceptional customer outcomes. What You Bring
Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals in a consumption-based or usage-model environment. Expert discovery and qualification skills: Ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline. Compelling value storytelling: Experience delivering executive-level presentations and demos linking product capabilities to financial impact. Strong negotiation chops: History of securing multi-year, high-ACV contracts while protecting margins and obtaining executive buy-in. Technical and cloud fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset and coachability: Partners effectively with internal teams and embodies Elastic’s values. Open Source enthusiasm: Appreciation for open-source communities; 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 and Benefits
The role offers base salary plus a variable component forming On-Target Earnings (OTE). OTE is based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. The range may be adjusted over time and may be higher or lower than posted. 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 Additional Information
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates diverse perspectives. Qualified applicants will receive consideration without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, disability status, or any other status protected by law. We provide a comprehensive benefits program, including health coverage, flexible locations and schedules, vacation time, charitable donation matching, volunteer time, parental leave, and a company-matched 401k with up to 6% matching. To request an accommodation during the application process, please email candidate_accessibility@elastic.co. Applicants have rights under federal employment laws; see posters linked in the original posting. Elastic is committed to export control compliance where applicable. Please apply directly for this job on the employer’s website.
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