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Emerging Enterprise Account Executive, West

Elastic· Sales - AMER West
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Hybrid (Colorado)$94.4k - $149.4kfull-timePosted 1mo ago

About the role

Enterprise Account Executive responsible for driving net-new revenue and expansion within strategic Enterprise accounts in a defined territory, with a focus on consumption-based models and collaboration across cross-functional teams.

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.

Qualifications

  • 5+ years closing complex Enterprise deals in a SaaS, consumption-based or usage-model environment.
  • Expert discovery & qualification skills with MEDDPICC or equivalent frameworks.
  • Track record of executive-level presentations and demos that tie product capabilities to dollars saved, revenue gained, or risk mitigated.
  • Strong negotiation experience with multi-year, high-ACV contracts and executive stakeholder buy-in.
  • Technical & cloud fluency across observability, security, vector/traditional search, and cloud cost optimization.
  • Collaborative mindset & coachability; aligns with Elastic values of community and openness.
  • Open Source enthusiasm; experience selling or advocating in an OSS context (bonus).

Skills

Required:SaaS salesMEDDPICCExecutive-level storytelling & demosNegotiationCloud & technical fluencyCross-functional collaboration

Benefits

  • Company-matched 401k with dollar-for-dollar matching up to 6%
  • Health coverage for you and your family in many locations
  • Flexible locations and schedules
  • Generous vacation days
  • Donation matching up to $2000
  • Volunteer hours (up to 40 per year)
  • Parental leave (minimum 16 weeks)
Last updated Sep 17, 2026. Interested? Apply on the company site.
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The open source platform that powers search, observability, security, and more ...

Power insights and outcomes with The Elastic Search AI Platform. See into your data and find answers that matter with enterprise solutions designed to help you accelerate time to insight.

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