Description
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. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.
Elastic is 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.
Responsibilities
- Own your territory & build pipeline: Develop and execute a proactive outbound cadence that generates ≥50 % of your booked opportunities.
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
- Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and maintain ≥90 % forecast accuracy within ±10 %.
- Executive negotiation & closing: Lead high-stakes contract and pricing discussions.
- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics and modern data architectures.
- Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
Requirements
- Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals.
- Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks.
- Compelling value storytellers: Track record of delivering executive-level presentations and demos.
- Strong negotiation chops: History of landing multi-year, high-ACV contracts.
- Technical & cloud fluency: Comfortable discussing observability, security, and cloud cost optimization.
- Collaborative mindset & coachability: A learner who partners effectively with internal teams.
- Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model.
Compensation
- The typical starting OTE range for new hires in this role is $188,800-$298,700 USD.
- The typical starting salary range for this role is $94,400-$149,400 USD.
- The typical starting Target Variable range for this role is $94,400-$149,300 USD.
Benefits
- Competitive pay
- Health coverage for you and your family
- Flexible locations and schedules
- Generous number of vacation days
- Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings