Enterprise Account Executive - Northeast

Overview

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, stic's complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is

The Role:

Elastic is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory where you 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 growth in the Enterprise segment.

• Own your territory and build pipeline:
  Develop and execute a proactive outbound cadence (email, call, social) that generates 50% of your booked opportunities.
• Deep discovery and qualification:
  Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only the highest-confidence deals.
• Value storytelling and 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 and 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 and closing:
  Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and land multi-year consumption commitments.
• Domain and 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 closely 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 and qualification skills:
  Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytelling:
  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 and cloud fluency:
  Comfortable discussing topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset and 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 have 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!

As a distributed company, diversity drives our identity. Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and, while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous number of vacation days each year
• C…