Elastic
Enterprise Account Executive - Pursuit - Bay Area, CA or Dallas, TX
Elastic, San Francisco, California, United States, 94199
Enterprise Account Executive - Pursuit - Bay Area, CA or Dallas, TX
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. 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 accelerate the results that matter.
About the Role We are looking for a high‑energy Enterprise Account Executive to drive new revenue and expansion within strategic Enterprise accounts. You will 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.
Responsibilities
Own your territory & build pipeline: develop and execute a proactive outbound cadence (email, call, social) that generates at least 50 % of booked opportunities.
Deep discovery & qualification: uncover pain, business impact, budget, and decision criteria using frameworks such as MEDDPICC to 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 at least 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.
Qualifications
Proven SaaS quota‑carrying success: 5 + years closing complex Enterprise deals, consistently overachieving targets in a consumption‑based 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 Base salary plus variable component comprise the On‑Target Earnings (OTE). OTE is based on a 50/50 mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500 – $358,300 USD.
Benefits Elastic offers competitive pay, health coverage, flexible work arrangements, generous vacation, volunteer time, parental leave, and a company‑matched 401(k) up to 6 %.
Equal Employment Opportunity Elastic is an equal‑opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment 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 basis protected by federal, state, or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all. To request an accommodation during the application or recruiting process, please email
candidate_accessibility@elastic.co . Applicants have rights under Federal Employment Laws. For details, see the linked posters.
Export Compliance Elasticsearch develops and distributes encryption software and technology subject to U.S. export controls. If you are located in or a national of certain sanctioned countries or regions, an export license may be required. National origin or nationality does not affect eligibility for employment with Elastic.
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About the Role We are looking for a high‑energy Enterprise Account Executive to drive new revenue and expansion within strategic Enterprise accounts. You will 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.
Responsibilities
Own your territory & build pipeline: develop and execute a proactive outbound cadence (email, call, social) that generates at least 50 % of booked opportunities.
Deep discovery & qualification: uncover pain, business impact, budget, and decision criteria using frameworks such as MEDDPICC to 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 at least 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.
Qualifications
Proven SaaS quota‑carrying success: 5 + years closing complex Enterprise deals, consistently overachieving targets in a consumption‑based 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 Base salary plus variable component comprise the On‑Target Earnings (OTE). OTE is based on a 50/50 mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500 – $358,300 USD.
Benefits Elastic offers competitive pay, health coverage, flexible work arrangements, generous vacation, volunteer time, parental leave, and a company‑matched 401(k) up to 6 %.
Equal Employment Opportunity Elastic is an equal‑opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment 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 basis protected by federal, state, or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all. To request an accommodation during the application or recruiting process, please email
candidate_accessibility@elastic.co . Applicants have rights under Federal Employment Laws. For details, see the linked posters.
Export Compliance Elasticsearch develops and distributes encryption software and technology subject to U.S. export controls. If you are located in or a national of certain sanctioned countries or regions, an export license may be required. National origin or nationality does not affect eligibility for employment with Elastic.
#J-18808-Ljbffr