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Enterprise Account Executive - West

Elastic· Sales - AMER West
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Hybrid (San Francisco, CA)$113.3k - $179.2kfull-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 deals and cross-functional collaboration.

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 discussing cloud economics, usage-based pricing, and modern data architectures.
  • Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive outcomes.

Qualifications

  • Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, with consumption-based or usage-model experience.
  • Expert discovery & qualification skills: Experience applying MEDDPICC or equivalent frameworks to drive disciplined pipeline.
  • Compelling value storytellers: History of executive-level presentations and demos tied to ROI or risk mitigation.
  • Strong negotiation chops: Track record of multi-year, high-ACV contracts with margin protection and executive buy-in.
  • Technical & cloud fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.
  • Collaborative mindset & coachability: Learns quickly, partners with internal teams, and aligns with Elastic values.
  • Open Source enthusiasm: Genuine appreciation for OSS; bonus if sold or advocated in OSS contexts.

Skills

Required:SaaS salesMEDDPICCExecutive storytelling & demosNegotiation

Benefits

  • Competitive pay based on work performed
  • Health coverage for you and family in many locations
  • Flexible locations and schedules
  • Generous vacation days
  • Company stock program eligibility
  • 401k with company match up to 6%
  • Additional benefits focused on employee well-being
Last updated Sep 10, 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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