Enterprise AI Platform Account Executive

Elasticsearch B.V.; Atlantic (IA); Remote; USD 94,000 - 149,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

Volunteer time off

401k match up to 6%

Stock program

Job summary

Elastic, the Search AI Company, is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory, build your pipeline, and close complex, multi-stakeholder deals in a consumption-based model.

You will develop proactive outbound cadences, uncover pain with MEDDPICC, deliver tailored value narratives and live demos, and collaborate across teams to accelerate deals and deliver 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.

Responsibilities

• 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.

Skills

SaaS quota carrying

MEDDPICC

Executive storytelling

Negotiation

Cloud/tech fluency

Collaboration

Open source enthusiasm

Tools

CRM

Job description

Elastic, the Search AI Company, is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory, build your pipeline, and close complex, multi-stakeholder deals in a consumption-based model.

You will develop proactive outbound cadences, uncover pain with MEDDPICC, deliver tailored value narratives and live demos, and collaborate across teams to accelerate deals and deliver exceptional customer outcomes.