As an Enterprise Account Executive at Elastic, you drive net-new revenue and expansion within enterprise accounts, focusing on Elastic’s AI-powered search, observability and security platforms. You’ll act as a trusted advisor, translating complex data problems into measurable business outcomes. You’ll articulate a value story, navigate long, multi-stakeholder sales cycles, and collaborate with cross-functional teams to accelerate deals. This role offers the chance to influence how large customers unlock data potential with cutting-edge technology.
Pay / Benefits
Flexible locations and schedules
Health coverage for you and family
Generous vacation days
Volunteer time and donation matching
Parental leave (min 16 weeks)
Competitive pay based on role
Responsibilities
Drive adoption of Elastic’s AI-powered search, observability, and security solutions in enterprise accounts, including expanding current relationships
Act as a trusted advisor to translate data insights into business value
Position Elastic through cloud economics, usage-based pricing, and modern data architectures
Navigate complex sales cycles and identify new use cases and opportunities
Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals
Conduct deep discovery and qualification (e.g., MEDDPICC) to target high-confidence opportunities
Develop strategic territory plans leveraging ecosystems of customers, partners, and community
Key requirements
Proven track record in SaaS subscription sales in enterprise accounts with overachievement
Strong ability to craft value stories linking Elastic capabilities to business outcomes
Executive negotiation and closing experience on high-stakes contracts
Technical and cloud fluency across security, observability, vector/traditional search, and cloud cost optimization
Relationship-building across technical and executive levels
Forecast accuracy and mutual deal strategy with CRM discipline
Ability to align cross-functional teams to accelerate deals
Open-source appreciation and comfort with developer-centric environments
We use essential cookies to make this site work. With your permission we would also like to use the optional cookies below. Nothing optional is set until you choose, and you can change your mind at any time from "Cookie settings" at the bottom of every page. Cookie policy.
Essential — keep the site working and secure, and remember the choice you make here. Always on.