Description
We're looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You'll be the owner of a defined territory where you'll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.
You'll be responsible for developing and executing a proactive outbound cadence that generates ≥50 % of your booked opportunities. You'll uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. You'll craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
You'll collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %. You'll lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments. You'll position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
You'll work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
To be successful in this role, you'll need to have proven SaaS quota-carrying success, expert discovery and qualification skills, compelling value storytelling abilities, strong negotiation chops, and technical and cloud fluency. You'll also need to be a collaborative mindset and a coachable individual who embodies Elastic's values of community and openness.