Services Account Executive; Strategic Accounts

Services Account Executive (Strategic Accounts)

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale – unleashing the potential of businesses and people.

Elastic’s Professional Services team works across all of our technologies and systems to deliver solutions for our customers. The Services Account Executive plays a crucial role in growing our Services business. You will own our customer's Services journey from pre‑sales to launch, building trusted relationships including C‑level sponsors.

Focus on large strategic market segments, partnering closely with Sales, Pre‑Sales, VPs of Sales and the Services team. The role requires strategic problem solving, exceptional knowledge of strategic accounts, and cross‑functional skills. You will earn the right to be a trusted advisor, helping customers generate significant business value from their Elastic investment. Your success will be measured by year‑over‑year growth in overall services bookings and customer satisfaction.

• Complete Elastic training and become an authority in our consulting methodologies and practices
• Advocate Elastic’s ability to deliver business outcomes and our delivery methodology to customers
• Apply industry expertise and business insight to understand a customer's motivation, business drivers, strategic goals and desired outcomes
• Engage customers, especially C‑Level, using a consultative selling approach that positions Elastic and yourself as a long‑term trusted advisor
• Create a compelling vision and clearly communicate transformative solutions to generate significant business value from a customer's investment
• Exceed growth and bookings targets, ensure organizational health, and drive customer satisfaction
• Develop and lead a territory plan and a personalized account plan for each customer, aligned with their business goals
• Forecast accurately and timely, build a pipeline, and progress opportunities to deliver YOY growth
• Build strong relationships with the Sales, Customer Success organization, and regional Alliances/Partner organizations; operate in a co‑sell model
• Contribute to hiring and mentoring new Services Sales Partners
• Help enhance our delivery methodology, services practice, and industry POVs

• 10+ years of consultative sales experience with a proven record of consistently exceeding quota
• 5+ years of experience selling and/or delivering professional services for a strategic consulting firm, large‑scale system integrator, or professional services unit within a software company
• Demonstrated ability to develop and maintain C‑level relationships as a trusted advisor
• Experience growing accounts with large and complex pursuits ($M+)
• Highly collaborative and excels in a complex, matrixed environment
• Experience creating outstanding responses to functional and technical elements of RFIs/RFPs
• Project/account management experience
• Team player with strong interpersonal skills
• Ability to thrive in a fast‑paced, dynamic environment
• Leadership qualities
  • PASSION:
    Passionate about Customer Success
  • BEGINNER’S MIND:
    Always learning, approaches each interaction with an open mind, a great listener, and hands‑on
  • THOUGHT LEADER:
    Strong point of view and executive presence, confident yet humble, great storyteller
  • URGENCY:
    Ability to move fast and drive business value and results
  • TEAM PLAYER: A great teammate everyone enjoys working with, generous heart
  • TRUST:
    Trust the company’s core values and build trust with everyone
  • ADAPTABLE:
    Excels in high levels of uncertainty

Compensation consists of base salary plus a variable component, together comprising the On‑Target Earnings (OTE). The typical starting OTE range for new hires is $165,800—$262,300 USD; base salary range $149,300—$236,100 USD; target variable range $16,500—$26,200 USD. Variable mix is 80/20 (base/variable). Elastic’s stock program and company‑matched 401(k) up to 6% are also available.

• Competitive pay based on the work you do, not prior salary
• Health coverage for you and your family in many locations
• Flexible location and…