Enterprise Account Executive - AI Search & Cloud Growth

Elastic; California (MO); Hybrid; USD 94,000 - 149,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

Donations match

Volunteer time

Parental leave

Job summary

Elastic is seeking a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your own pipeline, and close complex multi-stakeholder deals in a consumption-based model.

You will map Elastic’s Search AI, Observability, and Security capabilities to measurable business outcomes, engaging cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive

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.

Responsibilities

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using MEDDPICC to chase high-confidence deals.
• Value storytelling & demos: Craft tailored narratives and live demos mapping Elastic’s capabilities to business outcomes.
• Mutual deal strategy & forecast accuracy: Build close plans and maintain forecast accuracy within ±10%.
• Executive negotiation & closing: Lead contract and pricing discussions for multi-year consumption commitments.
• Domain & cloud acumen: Speak fluently about cloud economics and modern data architectures.
• Cross-functional partnership: Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps.

Skills

SaaS sales

MEDDPICC

Executive storytelling

Negotiation

Cloud fluency

Collaboration

Open Source

Tools

Observability

Security

Job description

Elastic is seeking a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your own pipeline, and close complex multi-stakeholder deals in a consumption-based model.

You will map Elastic’s Search AI, Observability, and Security capabilities to measurable business outcomes, engaging cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive