Enterprise Account Executive

Referral Board; Remote; GBP 70,000 - 90,000; Full time

Job summary

A leading AI solutions firm is seeking an experienced Enterprise Account Executive to drive revenue growth and expansion within strategic Enterprise accounts. In this role, you'll build your pipeline, uncover decision criteria, create compelling narratives, and lead high-stakes negotiations. You should have a proven track record in SaaS sales, excellent negotiation skills, and a passion for customer success. The company offers competitive pay, health benefits, and flexibility in work arrangements.

Benefits

Competitive pay

Health coverage

Flexible working hours

Generous vacation days

Qualifications

• Proven SaaS quota-carrying success with complex Enterprise deals.
• Expert discovery and qualification skills using MEDDPICC.
• Compelling value storytelling and executive presentations.

Responsibilities

• Own your territory and build a pipeline by proactive outreach.
• Conduct deep discovery and qualification to identify high-confidence deals.
• Craft and deliver tailored narratives and demos.

Skills

SaaS experience

Negotiation skills

Customer relationship management

Technical fluency

Education

5+ years in sales

Tools

Salesforce

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 Elastics 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 Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. Youll be the owner of a defined territory where youll 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 collaborationand 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 Elastics 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 discussionsdefend 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 partnerships effectively with internal teams incorporates feedback and embodies Elastics values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic modelbonus if youve 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.

Additional Information - We Take Care of Our People

As a distributed company diversity drives our identity. Whether youre looking to launch a new career or grow an existing one Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesnt matter if youre just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place we believe taking care of our people is the right thing to do.

• 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
• Increase your impact - 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
• Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. 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 perception or identity national origin age marital status protected veteran status disability status or any other basis protected by federal state or local law ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process please email We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws view posters linked below : Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions : Belarus Cuba Iran North Korea Russia Syria the Crimea Region of Ukraine the Donetsk Peoples Republic (DNR) and the Luhansk Peoples Republic (LNR). If you are located in or are a national of one of the listed countries or regions an export license may be required as a condition of your employment in this role. Please note that national origin and / or nationality do not affect eligibility for employment with Elastic.

Please see herefor our Privacy Statement.

Required Experience :

IC

Key Skills

SAAS,Customer Service,Cloud,Healthcare,Account Management,CRM,Salesforce,Infrastructure,Client Relationships,New Customers,Territory,Trade shows,Sales Goals,Sales Process,Analytics

Employment Type : Full Time

Experience : years

Vacancy : 1