Enterprise Account Executive; North

• Elastic, the Search AI company, is looking for a high‑energy Enterprise Account Executive to drive net‑new revenue and expansion within strategic Enterprise accounts
• You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi‑stakeholder deals in a consumption‑based model. 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
• 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 Rev Ops to accelerate deals and drive exceptional customer outcomes

• Toast to your health:
  Fully paid health coverage for you and your family, in many locations.
• Craft your calendar:
  Flexible location and schedule for most roles.
• Create space for you:
  Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood:
  Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact:
  Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

• Proven SaaS quota‑carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption‑based or usage‑model environment
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness
• 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
• Technical & cloud fluency:
  Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization
• Expert discovery & qualification skills:
  Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low‑probability deals
• Open Source enthusiasm:
  Genuine appreciation for open‑source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context
• Strong negotiation chops:
  History of landing multi‑year, high‑ACV contracts while protecting margin and securing executive stakeholder buy‑in
• 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!