← All roles

Emerging Enterprise Account Executive, West

Elastic· Sales - AMER West
Apply on company site
Hybrid (CA)$0full-timePosted 1mo ago

About the role

Enterprise Account Executive focusing on net-new revenue and expansion within strategic Enterprise accounts in the West region, owning a defined territory, building pipeline, and closing complex, multi-stakeholder deals in a consumption-based model.

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

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

Skills

Required:MEDDPICC framework

Benefits

  • Stock options eligible in addition to base salary
  • Company-matched 401k with dollar-for-dollar matching up to 6%
  • Health coverage for employee and family in many locations
  • Flexible locations and schedules
  • Generous vacation days
  • Volunteer donation matching up to $2000
  • Up to 40 hours per year for volunteer projects
  • Minimum 16 weeks parental leave
  • Diversity, equity, and inclusion focused culture
Last updated Sep 17, 2026. Interested? Apply on the company site.
Elastic logo

About Elastic

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.

searchobservabilitysecurityAIenterprise solutionsvector database
Company profileWebsite

More open roles at Elastic