As 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.

You 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.

You 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.

In 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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As 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.

You'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.

You'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.

To succeed in this role, you'll need proven SaaS quota-carrying success, expert discovery and qualification skills, compelling value storytelling abilities, strong negotiation chops, and technical and cloud fluency. You'll 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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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.

Key Responsibilities:

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 so you chase only the highest-confidence deals.

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 keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.

Executive negotiation & closing: Lead high-stakes contract and pricing discussions,defend your 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: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements:

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 and eliminate low-probability deals.

Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, 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 a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.

Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.

Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model,bonus if you’ve sold or advocated in an OSS context.

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.

If 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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As 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.

Key responsibilities include:

• Owning your territory & building pipeline
• Deep discovery & qualification
• Value storytelling & demos
• Mutual deal strategy & forecast accuracy
• Executive negotiation & closing
• Domain & cloud acumen
• Cross-functional partnership

We'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.

Compensation 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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