Apply on Employer Site

Elastic · 22 hours ago

Enterprise Account Executive - Expand - CA or TX

California, United States

Full-time

Hybrid

Senior Level

$113K/yr - $179K/yr

5+ years exp

Elastic, the Search AI Company, is seeking a high-energy Enterprise Account Executive to drive revenue and expansion within strategic Enterprise accounts. This role involves building a pipeline, closing complex deals, and collaborating with various teams to ensure exceptional customer outcomes.

AnalyticsCloud ComputingOpen SourceSaaSSearch EngineSoftware

Comp. & Benefits

Responsibilities

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

Qualification

SaaS sales experienceMEDDPICC frameworkExecutive presentationsTechnical fluencyNegotiation skillsCloud economicsSecurity analyticsObservability knowledgeOpen Source enthusiasmCollaborative mindset

Required

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