Enterprise Account Executive - East

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.

What Is The Role

Elastic is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts across a defined territory. You’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment.

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 to target high-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos mapping 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% in CRM.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Partner closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive customer outcomes.

What You Bring

• Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline.
• Compelling value storytelling: Track record of delivering executive-level presentations and demos tying product capabilities to revenue gained, dollars saved, or risk mitigated.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams and embodies Elastic’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model.

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.

Compensation & Benefits

Compensation for this role consists of a base salary plus a variable component comprising On-Target Earnings (OTE) on a 50/50 pay mix.

• Base Salary Range: $94,400 — $149,400 USD
• Target Variable Range: $94,400 — $149,300 USD
• On-Target Earnings (OTE) Range: $188,800 — $298,700 USD
• Stock Program: Eligible to participate in Elastic's stock program
• 401(k): Company match up to 6% of eligible earnings
• Healthcare: Comprehensive health coverage for you and your family
• Paid Time Off: Generous annual vacation allowance and flexible work arrangements
• Parental Leave: Minimum of 16 weeks of parental leave
• Charitable Giving: Up to $2,000 donation match and 40 hours per year of paid volunteer time