Enterprise Account Executive

Elastic; Berlin; Hybrid; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Health coverage

Flexible location

Vacation days

Parental leave

Volunteering time

Charitable matching

Job summary

Elastic is seeking an Enterprise Account Executive to lead strategic telecoms accounts, driving net-new revenue and expansion with a value-based approach. You will articulate Elastic’s Search, Observability and Security solutions, building strong executive relationships and navigating complex buying processes.

In this role you will partner with Solution Architects and Customer Success to design business-led value stories, manage multi-stakeholder cycles, and deliver measurable outcomes for

Qualifications

• Proven track record in SaaS subscription sales within Enterprise Telecoms.
• Experience with open-source or developer-centric infrastructure is a plus.
• Strong negotiation and closing capabilities for complex deals.

Responsibilities

• Drive net-new revenue and expansion within Enterprise Accounts in a defined territory.
• Develop comprehensive territory plans and close high-value deals.
• Collaborate with Solutions Architects, Customer Success, Marketing and RevOps to accelerate deals.

Skills

SaaS sales

Enterprise sales

MEDDPICC

Job description

• Elastic, the Data Analytics, AI, Search, Observability & Security company; is seeking a dynamic Enterprise Account Executive for our Telecoms accounts
• To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller
• Because Elastic isn’t just a “product” but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems
• As a dynamic Enterprise Account Executive, you will be an integral part of our growth strategy
• You will drive net-new revenue and expansion within Enterprise Accounts in an assigned territory
• This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data
• Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Enterprise accounts while deepening engagement with existing ones
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights
• 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
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face
• Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings
• Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently
• Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

The Right Blend: A combination of high-level technical curiosity and the grit of a value-based sellerMutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to dateTechnical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimizationExecutive negotiation & closing: Lead high-stakes contract and pricing discussionsAI Mindset: Use new technologies for performance advantage and deal structuringProven Track Record: Success in SaaS subscription sales in Enterprise Telecoms accounts, evidenced by overachievementRelationship Building: Adept at establishing credibility with both technical developers and executive leadershipOpen-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutionsAbility to create alignment across teams to accelerate dealsValue Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is criticalIf 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.

Prior experience at an open-source or developer‑centric infrastructure company

Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases