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) 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.
• Executive negotiation & closing: Lead high-stakes contract and pricing 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

• Proven SaaS success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based environment.
• Expert discovery skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks.
• Compelling storytelling: Track record of delivering executive-level presentations that tie product capabilities to business value.
• Negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin.
• Technical fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset: A coachable learner who embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities; experience selling in an OSS context is a bonus.

Bonus Points

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.