We are looking for a high-energy Account Executive to drive net-new revenue and expansion within strategic accounts across key FSI and enterprise accounts. You will be the owner of a defined territory where you will build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.
\nAs an Account Executive, you will be responsible for developing and executing a proactive outbound cadence that generates at least 50% of your booked opportunities. You will uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only the highest-confidence deals. You will craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
\nYou will collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining at least 90% forecast accuracy within ±10%. You will lead high-stakes contract and pricing discussions, defend your value, structure give/get trades, and land multi-year consumption commitments.
\nYou will position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. You will work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
\nIn this role, you will require proven SaaS quota-carrying success, expert discovery and qualification skills, compelling value storytelling abilities, strong negotiation chops, and technical and cloud fluency. You will also need a collaborative mindset and coachability, as well as a genuine appreciation for open-source communities and the Elastic model.
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\nAs a Mid Market Account Executive, you'll be responsible for developing and executing an appropriate outbound cadence that generates ≥50 % of your booked opportunities. You'll uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
\nYou'll craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes. You'll collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %. You'll lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
\nYou'll position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. You'll work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
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\nThis role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration,and is critical to our growth in the Enterprise segment.
\nKey Responsibilities:
\nOwn your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
\nDeep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
\nValue storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
\nMutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
\nExecutive negotiation & closing: Lead high-stakes contract and pricing discussions,defend your value, structure give/get trades, and land multi-year consumption commitments.
\nDomain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
\nCross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
\nRequirements:
\nProven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
\nExpert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
\nCompelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
\nStrong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
\nTechnical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
\nCollaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
\nOpen Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.
\nBonus Points:
\nPrior experience at an open-source or developer-centric infrastructure company.
\nFamiliarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.
\nIf you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!
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\nAs an Enterprise Account Executive, you'll develop and execute a proactive outbound cadence that generates ≥50 % of your booked opportunities. You'll uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. You'll craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
\nKey responsibilities include:
\nWe're looking for someone with proven SaaS quota-carrying success, expert discovery & qualification skills, compelling value storytelling abilities, strong negotiation chops, and technical & cloud fluency. Bonus points for prior experience at an open-source or developer-centric infrastructure company, familiarity with observability or security analytics use cases, and genuine appreciation for open-source communities and the Elastic model.
\nCompensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is $226,500-$358,300 USD.
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