Enterprise AI Sales Executive — Search & Security

Elastic; San Francisco (CA); On-site; USD 113,000 - 179,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Generous vacation days

Company 401k match

Volunteer hours

Parental leave

Job summary

Elastic, the Search AI Company, in San Francisco, seeks an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your own pipeline, tell the Elastic story, and close complex multi-stakeholder deals in a consumption-based model.

You’ll combine sales execution with technical fluency, cross-functional collaboration, and a data-driven approach to forecast accuracy and deal strategy, contributing to Elastic’s

Qualifications

• Proven SaaS quota-carrying success closing complex enterprise deals.
• Experience applying MEDDPICC or similar frameworks to drive pipeline.
• Track record delivering executive-level presentations and demos.
• Strong negotiation skills with multi-year, high-ACV contracts.
• Technical fluency in observability, security, and cloud cost optimization.
• Collaborative, coachable mindset aligned with Elastic values.
• Open source experience or advocacy is a plus.

Responsibilities

• Own territory and build pipeline with outbound cadence to generate opportunities.
• Perform deep discovery and qualification to focus on high-confidence deals.
• Deliver tailored value storytelling and live demos linking Elastic capabilities to outcomes.
• Collaborate with customers to create formal close plans and maintain forecast accuracy.
• Lead executive negotiations and pricing to secure multi-year consumption commitments.
• Discuss cloud economics and data architectures to position Elastic as the platform of choice.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS quota carrying

Enterprise deals

MEDDPICC framework

Executive presentations

Negotiation

Cloud fluency

Cross-functional collaboration

Open Source experience

Job description

Elastic, the Search AI Company, in San Francisco, seeks an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your own pipeline, tell the Elastic story, and close complex multi-stakeholder deals in a consumption-based model.

You’ll combine sales execution with technical fluency, cross-functional collaboration, and a data-driven approach to forecast accuracy and deal strategy, contributing to Elastic’s