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Elastic · 1 month ago

Enterprise Account Executive - Enterprise, Northeast

New Jersey, United States

Full-time

Onsite

Senior Level

$226K/yr - $358K/yr

5+ years exp

Elastic, the Search AI Company, enables businesses to find answers in real time using their data. They are seeking a high-energy Enterprise Account Executive to drive revenue within strategic Enterprise accounts, focusing on building pipelines and closing complex deals.

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

5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment

Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals

Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated

History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in

Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization

A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic's values of community and openness

Genuine appreciation for open-source communities and the Elastic model