Remote Enterprise Account Executive — AI & Cloud

Elastic; Clayton (NC); Remote; USD 94,000 - 149,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Generous vacation days

Company 401k with match

Job summary

Elastic, the Search AI company, seeks 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.

Responsibilities include building pipeline, conducting deep discovery, delivering tailored value stories, maintaining forecast accuracy, and negotiating multiyear contracts while articulating cloud economics and data

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 and eliminate low-probability deals.
• Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.

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 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 platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive outcomes.

Skills

SaaS quota carrying

MEDDPICC

Executive-level presentations

Negotiation

Technical & cloud fluency

Collaborative mindset

Open Source enthusiasm

Job description

Elastic, the Search AI company, seeks 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.

Responsibilities include building pipeline, conducting deep discovery, delivering tailored value stories, maintaining forecast accuracy, and negotiating multiyear contracts while articulating cloud economics and data