Strategic Enterprise AI Sales Executive

Elastic; Washington (District of Columbia); On-site; USD 94,000 - 149,000; Full time

Benefits offered by this job

Health coverage

Flexible locations/schedules

Vacation days

Donor matching program

Volunteer hours

Parental leave

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’ll own a defined territory, build your pipeline, tell Elastic’s story, and close complex, multi-stakeholder deals in a consumption-based model.

This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration, requiring strong discovery, value storytelling, and executive negotiation to land

Qualifications

• 5+ years closing complex Enterprise deals.
• Experienced with MEDDPICC or equivalent frameworks to drive disciplined pipeline.
• Proven ability to map product value to ROI in executive-level presentations.
• History of landing multi-year, high-ACV contracts while protecting margin.
• Fluency discussing cloud, observability, security, and data architectures.

Responsibilities

• Own your territory and build pipeline with proactive outbound cadence.
• Conduct deep discovery to uncover pain, impact, budget and decision criteria.
• Deliver tailored value narratives and live demos mapping Elastic capabilities to outcomes.
• Collaborate on formal close plans and maintain forecast accuracy (≥90%).
• Lead high-stakes contract and pricing discussions for multi-year consumption deals.
• Position Elastic as the preferred Search AI platform with cloud economics knowledge.
• Partner with Solutions Architects, CSM, Marketing, and RevOps to accelerate deals.

Skills

SaaS quota carrying

Enterprise closing

MEDDPICC framework

Value storytelling

Executive negotiation

Cloud fluency

Cross-functional collaboration

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’ll own a defined territory, build your pipeline, tell Elastic’s story, and close complex, multi-stakeholder deals in a consumption-based model.

This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration, requiring strong discovery, value storytelling, and executive negotiation to land