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Enterprise Account Executive - Northeast

Elastic· Sales - AMER MidMarket
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Hybrid (Northeast United States)$188.8k - $298.7kPosted 4w ago

About the role

Enterprise Account Executive responsible for driving net-new revenue and expansion within strategic Enterprise accounts in a defined Northeast US territory, owning pipeline, delivering value storytelling and demos, and closing complex, multi-stakeholder, consumption-based deals.

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 environment with consumption-based or usage-model pricing.
  • Expert discovery & qualification skills with MEDDPICC or equivalent frameworks.
  • Track record of executive-level presentations and demos aligning product capabilities to business value.
  • Strong negotiation skills with history of multi-year, high-ACV contracts and stakeholder buy-in.
  • Technical & cloud fluency across observability, security, vector/traditional search, and cloud cost optimization.
  • Collaborative mindset and coachability; aligns with Elastic values of community and openness.
  • Open Source enthusiasm; experience selling or advocating in OSS context is a bonus.

Skills

Required:SaaS quota carryingMEDDPICCExecutive-level storytelling & demosNegotiation & deal structuringTechnical & cloud fluencyCollaboration with cross-functional teams
Nice to have:Open Source experience

Benefits

  • Stock program eligibility
  • Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
  • Flexible locations and schedules
  • Generous vacation days
  • Donations matching up to $2000 or local equivalent
  • Up to 40 hours per year for volunteer projects
  • Parental leave minimum 16 weeks
Last updated Oct 22, 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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