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: Develop and execute a proactive outbound cadence (email, call, social) to generate ≥50% of your booked opportunities.
• Deep discovery: Uncover pain, business impact, and decision criteria using frameworks like MEDDPICC to focus on high-confidence deals.
• Value storytelling: Deliver tailored narratives and live demos mapping Elastic’s Search, Observability, and Security capabilities to business outcomes.
• 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.
• Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

What You Bring

• 5+ years of experience closing complex Enterprise SaaS deals, consistently overachieving targets.
• Expert discovery and qualification skills (MEDDPICC or equivalent).
• Proven track record of executive-level presentations and high-ACV contract negotiations.
• Technical fluency in observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset with a genuine appreciation for open-source communities.

Benefits & Perks

• Competitive OTE with a 50/50 pay mix.
• Participation in Elastic's stock program.
• Company-matched 401k (up to 6%).
• Comprehensive health coverage for you and your family.
• Flexible locations and schedules.
• Generous vacation policy, volunteer time off, and parental leave.