Commercial Account Executive

Referral Board; City Of London; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

A cutting-edge AI company in the United Kingdom seeks a motivated Commercial Account Executive to drive revenue within Commercial accounts. This role requires a proactive approach to building a pipeline, closing complex deals, and collaborating with teams to deliver AI solutions. The ideal candidate has over 5 years of SaaS sales experience, strong negotiation skills, and the ability to present value effectively. Competitive pay and benefits are offered, as well as a flexible work schedule.

Benefits

Competitive pay based on your work

Health coverage for you and your family

Flexible locations and schedules

Generous vacation days

Donation matching

Volunteer project hours

Parental leave of at least 16 weeks

Qualifications

• 5+ years closing complex Enterprise deals.
• Demonstrated ability to apply MEDDPICC or equivalent frameworks.
• Track record of delivering executive-level presentations.

Responsibilities

• Own your territory & build pipeline.
• Deep discovery & qualification.
• Craft and deliver tailored narratives and live demos.
• Collaborate with customers to build formal close plans.
• Lead high-stakes contract and pricing discussions.
• Position Elastic as the Search AI platform of choice.
• Work with internal teams to accelerate deals.

Skills

Proven SaaS quota-carrying success

Expert discovery & qualification skills

Compelling value storytellers

Strong negotiation chops

Technical & cloud fluency

Collaborative mindset & coachability

Open Source enthusiasm

Job description

Overview

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. 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 enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role

Elastic, the Search AI company, is looking for a high-energy Commercial Account Executive to drive net-new revenue within Commercial accounts. You’ll be the owner of a defined territory where you’ll 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.

Qualifications

• 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.
• If 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. Apply today!

Benefits

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Parental leave with a minimum of 16 weeks

Equal Employment Opportunity Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. 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, disability status, or any other basis protected by federal, state or local law.