Senior Services Sales Executive, Enterprise Accounts

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale , unleashing the potential of businesses and people.

As a Senior Services Sales Executive for our Enterprise Accounts segment, you will be the primary driver of professional services growth across our highest-value relationships across our Enterprise business in the U.S.

What You Will Be Doing

• Own Your Number: Carry and consistently achieve a services bookings quota across a named portfolio of Enterprise accounts.
• Drive New Business: Proactively identify and originate services opportunities within existing accounts and new-to-services logos.
• Lead the Full Services Sales Cycle: Run discovery, lead solutioning sessions, develop Statements of Work, structure creative commercial arrangements, negotiate terms, and close.
• Sell Complex, Multi-Year Engagements: Architect and sell multi-phase, multi-million dollar programs tied to customers' largest transformation bets.
• Activate and Expand Your Network: Leverage existing executive relationships in the enterprise segment to open doors, accelerate pipeline, and land early wins.
• Partner with the Field: Work side-by-side with Account Executives and Solutions Engineers to co-develop account plans and present a unified value story to customers.
• Develop Compelling Business Cases: Lead ROI conversations and construct value frameworks that link Elastic's services investments to measurable customer outcomes.
• Shape Engagements for Delivery Success: Collaborate with Services Delivery leadership to scope engagements that are both winnable and deliverable.
• Contribute to Practice Growth: Share field intelligence on buyer patterns, competitive dynamics, and packaging gaps to help Elastic continuously sharpen its services offerings for the Enterprise market.

What You Bring

• A Proven Services Sales Track Record: 10+ years of quota-carrying professional services sales experience, with consistent attainment selling into enterprise or strategic/global accounts.
• An Established Network You Can Activate: Pre-existing executive relationships in the Fortune 500 / enterprise segment,and a track record of converting those relationships into revenue.
• Strategic Account Depth: Demonstrated experience managing a portfolio of complex, high-stakes accounts.
• Commercial Sophistication: Fluent in services deal structures,T&M, fixed-fee, managed services, subscription-based delivery models.
• Solutioning Credibility: Ability to lead technical scoping conversations and translate customer architecture goals into realistic engagement plans.
• Executive Presence: Comfortable and effective in C-suite conversations.
• Pipeline Discipline: Builds pipeline with intention and manages it rigorously.
• Field Collaboration: Thrives in a co-selling model.
• Curiosity for the Technology: Genuinely curious about how the technology works,and invests in understanding it.
• Domain Relevance: Experience selling services in the search, observability, security, data analytics, or broader enterprise software space strongly preferred.

Compensation

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.

• The typical starting salary range for this role is: $132,700-$209,900 USD
• The typical starting Target Variable range for this role is: $33,100-$52,400 USD
• The typical starting On-Target Earnings (OTE) range for this role is: $135,700-$214,700 USD