Enterprise Account Executive - Expand - CA or TX

What Is The Role

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.

• 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 a broad range of technical topics including 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 of community and openness.
• Open Source enthusiasm:
  Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.

• 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!

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).

The typical starting OTE range for this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together…