Elastic
Enterprise Account Executive - Expand - West
Elastic, Washington, District of Columbia, us, 20022
Enterprise Account Executive - Expand - West
Elastic, the Search AI Company, enables businesses to find answers in real time, using all their data, at scale. Elastic’s 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 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 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. We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI. Compensation for this role is in the form of 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 range may be adjusted at hiring based on qualifications, geographic location, and business needs. Eligibility for stock program, 401(k) match up to 6%, and a range of employee benefits including flexible work locations and schedules, generous vacation, matching for volunteer donations, parental leave, and more. 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 or expression, national origin, age, marital status, veteran status, disability, or any other basis protected by law. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all. To request an accommodation, please email candidate_accessibility@elastic.co. Applicants have rights under Federal Employment Laws, view posters linked: Family and Medical Leave Act (FMLA), Pay Transparency Nondiscrimination Provision, Employee Polygraph Protection Act (EPPA), and Know Your Rights (Poster). Elastic’s encryption software and technology are subject to U.S. export controls and licensing requirements for individuals located in or nationals of sanctioned countries and regions. Appointments in such locations may require an export license. Eligibility for employment is not affected by national origin or nationality. Please see here for our Privacy Statement.
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Elastic, the Search AI Company, enables businesses to find answers in real time, using all their data, at scale. Elastic’s 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 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 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. We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI. Compensation for this role is in the form of 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 range may be adjusted at hiring based on qualifications, geographic location, and business needs. Eligibility for stock program, 401(k) match up to 6%, and a range of employee benefits including flexible work locations and schedules, generous vacation, matching for volunteer donations, parental leave, and more. 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 or expression, national origin, age, marital status, veteran status, disability, or any other basis protected by law. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all. To request an accommodation, please email candidate_accessibility@elastic.co. Applicants have rights under Federal Employment Laws, view posters linked: Family and Medical Leave Act (FMLA), Pay Transparency Nondiscrimination Provision, Employee Polygraph Protection Act (EPPA), and Know Your Rights (Poster). Elastic’s encryption software and technology are subject to U.S. export controls and licensing requirements for individuals located in or nationals of sanctioned countries and regions. Appointments in such locations may require an export license. Eligibility for employment is not affected by national origin or nationality. Please see here for our Privacy Statement.
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