Elastic
Enterprise Account Executive - Expand - CA or TX
Elastic, Mountain View, California, us, 94039
Overview
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 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 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 your booked opportunities. Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to pursue 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: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining 90% forecast accuracy within 10%. Executive negotiation and closing: Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and land multi-year consumption commitments. Domain and cloud acumen: Position Elastic as the Search AI platform of choice by discussing cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work closely 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 and 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 and cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset and 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. If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today! #LI-AM2 Compensation for this role is base salary plus a variable component that together comprise the 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. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may pay more or less than the posted range, and the range may be modified in the future. An employee’s position within the OTE range will be based on factors including education, qualifications, certifications, experience, skills, geographic location, performance, and business needs. Elastic believes that employees should share in the value we create. In addition to cash compensation, this role is eligible to participate in Elastic’s stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, plus other benefits focused on employee well-being. 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
As a distributed company, diversity drives our identity. Elastic is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, marital status, disability status, or other protected status. We welcome individuals with disabilities and strive to create an accessible experience. To request an accommodation during the application process, please email candidate_accessibility@elastic.co. We will reply within 24 business hours of submission. Applicants have rights under federal employment laws. See the posters for the Family and Medical Leave Act (FMLA), Pay Transparency Nondiscrimination Provision, EPPA, and Know Your Rights. Elastic develops encryption software subject to export controls. If you are located in or a national of certain sanctioned countries, an export license may be required as a condition of employment. National origin does not affect employment eligibility. Privacy statement: please see here.
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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 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 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 your booked opportunities. Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to pursue 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: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining 90% forecast accuracy within 10%. Executive negotiation and closing: Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and land multi-year consumption commitments. Domain and cloud acumen: Position Elastic as the Search AI platform of choice by discussing cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work closely 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 and 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 and cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset and 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. If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today! #LI-AM2 Compensation for this role is base salary plus a variable component that together comprise the 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. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may pay more or less than the posted range, and the range may be modified in the future. An employee’s position within the OTE range will be based on factors including education, qualifications, certifications, experience, skills, geographic location, performance, and business needs. Elastic believes that employees should share in the value we create. In addition to cash compensation, this role is eligible to participate in Elastic’s stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, plus other benefits focused on employee well-being. 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
As a distributed company, diversity drives our identity. Elastic is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, marital status, disability status, or other protected status. We welcome individuals with disabilities and strive to create an accessible experience. To request an accommodation during the application process, please email candidate_accessibility@elastic.co. We will reply within 24 business hours of submission. Applicants have rights under federal employment laws. See the posters for the Family and Medical Leave Act (FMLA), Pay Transparency Nondiscrimination Provision, EPPA, and Know Your Rights. Elastic develops encryption software subject to export controls. If you are located in or a national of certain sanctioned countries, an export license may be required as a condition of employment. National origin does not affect employment eligibility. Privacy statement: please see here.
#J-18808-Ljbffr