Enterprise Account Executive - Elastic

About Elastic

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. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

The Role

Elastic is seeking a dynamic Enterprise Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.

As an Enterprise Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Enterprise Accounts in an assigned territory. This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data.

What You Will Be Doing

• Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability, and Security solutions within new Enterprise accounts while deepening engagement with existing ones.
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
• 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.
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges customers face.
• Champion Open Source: Articulate the value of advanced commercial features while advocating for our Open-Source offerings.
• Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
• Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
• Deep Discovery & Qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to target high-confidence deals.
• Cross-Functional Partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive customer outcomes.
• Fluency: Professional fluency in English.

What You Bring

• A combination of high-level technical curiosity and the grit of a value-based seller.
• Proven track record of success and quota overachievement in Enterprise SaaS subscription sales.
• Ability to craft tailored narratives linking technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation.
• Experience leading high-stakes executive contract and pricing negotiations.
• Comfort discussing technical topics including security, observability, vector/traditional search, and cloud cost optimization.
• Adept at establishing credibility with both technical developers and executive leadership.
• Consistent, predictable sales forecasting skills and formal close plan execution using CRM tools.
• Ability to create alignment across cross-functional teams to accelerate deals.
• AI mindset to leverage modern technologies for deal structuring and performance advantage.
• Enthusiasm for open-source software and the developer community.

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.

Benefits & Culture

• Competitive compensation based on impact.
• Comprehensive health coverage for you and your family.
• Flexible working locations and calendar management.
• Generous paid time off.
• Charitable donation and volunteer service matching up to $2,000 USD.
• 40 hours per year dedicated to volunteer projects.
• Minimum of 16 weeks paid parental leave.