Enterprise Account Executive

Overview

As an Enterprise Account Executive at Elastic, you drive net-new revenue and expansion within enterprise accounts, focusing on Elastic’s AI-powered search, observability and security platforms. You’ll act as a trusted advisor, translating complex data problems into measurable business outcomes. You’ll articulate a value story, navigate long, multi-stakeholder sales cycles, and collaborate with cross-functional teams to accelerate deals. This role offers the chance to influence how large customers unlock data potential with cutting-edge technology.

Pay / Benefits

• Flexible locations and schedules
• Health coverage for you and family
• Generous vacation days
• Volunteer time and donation matching
• Parental leave (min 16 weeks)
• Competitive pay based on role

Responsibilities

• Drive adoption of Elastic’s AI-powered search, observability, and security solutions in enterprise accounts, including expanding current relationships
• Act as a trusted advisor to translate data insights into business value
• Position Elastic through cloud economics, usage-based pricing, and modern data architectures
• Navigate complex sales cycles and identify new use cases and opportunities
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals
• Conduct deep discovery and qualification (e.g., MEDDPICC) to target high-confidence opportunities
• Develop strategic territory plans leveraging ecosystems of customers, partners, and community

Key requirements

• Proven track record in SaaS subscription sales in enterprise accounts with overachievement
• Strong ability to craft value stories linking Elastic capabilities to business outcomes
• Executive negotiation and closing experience on high-stakes contracts
• Technical and cloud fluency across security, observability, vector/traditional search, and cloud cost optimization
• Relationship-building across technical and executive levels
• Forecast accuracy and mutual deal strategy with CRM discipline
• Ability to align cross-functional teams to accelerate deals
• Open-source appreciation and comfort with developer-centric environments

• Relationship building
• Strategic thinking
• Executive communication
• Security analytics (SIEM/XDR) familiarity
• Observability (logs, metrics, traces) knowledge
• Vector/traditional search concepts

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