Enterprise AI Sales Executive: Drive Large-Scale Growth

Elastic; Seattle (WA); Hybrid; USD 113,000 - 179,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Generous vacation days

Donation matching up to $2000

Volunteer hours (up to 40 per year)

Parental leave (16 weeks)

Job summary

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

You will develop discovery, qualification, value storytelling, and executive negotiations, collaborating with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and

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: MEDDPICC or equivalent to drive disciplined pipeline.
• Compelling value storytellers: executive-level presentations and demos tying product to dollars saved or revenue gained.
• Strong negotiation chops: multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
• Technical & cloud fluency: observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: partner with internal teams, open to feedback, embodies Elastic values.
• Open Source enthusiasm: appreciation for OSS communities; bonus if sold or advocated in an OSS context.

Responsibilities

• Own your territory & build pipeline: generate opportunities through outbound cadence.
• Deep discovery & qualification to uncover pain, business impact, budget, decision criteria.
• Value storytelling & demos mapping Elastic capabilities to business outcomes.
• Mutual deal strategy & forecast accuracy with formal close plans.
• Executive negotiation & closing of multi-year consumption commitments.
• Domain & cloud acumen: discuss cloud economics and pricing models.
• Cross-functional partnership with Solutions Architects, Customer Success, Marketing, and RevOps.

Skills

SaaS quota

Discovery

Value storytelling

Negotiation

Cloud fluency

Collaboration

Open source

Job description

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

You will develop discovery, qualification, value storytelling, and executive negotiations, collaborating with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and