Emerging Enterprise Account Executive, West - Elastic

About the Role

Elastic is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals in a consumption-based model.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) to generate ≥50% of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, and decision criteria using frameworks like MEDDPICC.
• Value storytelling & demos: Deliver tailored narratives that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy: Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy.
• Executive negotiation: Lead high-stakes contract discussions, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

What You Bring

• 5+ years of proven SaaS quota-carrying success closing complex Enterprise deals.
• Expert discovery and qualification skills (MEDDPICC or equivalent).
• Track record of delivering executive-level presentations that tie product capabilities to ROI.
• Strong negotiation skills with a history of landing high-ACV, multi-year contracts.
• Technical fluency in observability, security, search, and cloud cost optimization.
• Collaborative mindset and coachability.
• Genuine appreciation for open-source communities (bonus if you have OSS sales experience).

Compensation & Benefits

• OTE Range: $188,800 – $298,700 (50/50 base/variable split).
• Equity: Eligible to participate in Elastic's stock program.
• Retirement: 401k with dollar-for-dollar matching up to 6%.
• Well-being: Competitive health coverage, generous vacation, and flexible schedules.
• Impact: $2,000 donation matching and 40 hours of volunteer time off annually.
• Parental Support: Minimum of 16 weeks of parental leave.