Enterprise Account Executive

Referral Board; United Kingdom; Remote; GBP 80,000 - 100,000; Full time

Job summary

A leading technology firm is seeking a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic accounts. The role involves building a pipeline, leading complex deals, and collaborating with various teams to ensure success. Candidates should have substantial experience in closing enterprise deals and a deep understanding of the SaaS landscape. The position emphasizes technical fluency and value storytelling, making it essential for candidates to convey product capabilities effectively.

Benefits

Competitive pay

Health coverage

Flexible locations and schedules

Generous vacation days

Financial donations matching

Volunteer hours

Parental leave

Qualifications

• 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.
• History of delivering executive-level presentations and demos that tie product capabilities to measurable business outcomes.
• History of landing multi-year, high-ACV contracts while protecting margin.
• Comfortable discussing observability, security, and cloud cost optimization.
• A learner who partners effectively with internal teams and incorporates feedback.
• Genuine appreciation for open-source communities.

Responsibilities

• Develop and execute a proactive outbound cadence generating at least 50% of booked opportunities.
• Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Craft and deliver tailored narratives and live demos mapping Elastic’s capabilities to measurable outcomes.
• Collaborate with customers to build close plans and maintain forecast accuracy within ±10%.
• Lead high-stakes contract and pricing discussions, defending your value.
• Position Elastic as the Search AI platform of choice by speaking fluently about relevant topics.
• Work collaboratively with Solutions Architects, Marketing, and RevOps to drive customer outcomes.

Skills

SaaS quota-carrying success

Expert discovery & qualification skills

Value storytelling

Strong negotiation skills

Technical & cloud fluency

Collaborative mindset & coachability

Open Source enthusiasm

Job description

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 Enterprise Account Executive to drive net-new revenue and expansion within strategic FSI Enterprise 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.

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 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!

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re 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 doesn’t matter if you’re 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

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 [e-mail]. We will reply to your request within 24 business hours of submission.

Elasticsearch develops and distributes encryption software and technology subject to U.S. export controls. If you are located in or are a national of Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (DNR), or Luhansk People’s Republic (LNR), 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.