jobapplier

Enterprise Account Executive (West)

Elastic

Skills

Required

  • negotiation chops
  • Elastic model—bonus
  • OSS

Preferred

  • open-source
  • observability
  • metrics
  • security analytics
  • SIEM / XDR
  • logs
  • Elastic's

Join Elastic, the Search AI company, as an Enterprise Account Executive. In this role, you will drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals in a consumption-based model. This position requires technical fluency, sales execution, and cross-functional collaboration. Benefits include fully paid health coverage, flexible location and schedule, generous vacation days, parental leave, volunteer time off, and charitable donation matching.

Responsibilities

  • Proactively develop and execute a pipeline-building strategy to generate new business opportunities.
  • Conduct deep discovery and qualification to uncover customer pain points and align Elastic's solutions with their needs.
  • Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization
  • 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
  • Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness
  • Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals

Requirements

  • Lead high-stakes negotiations and closing discussions, ensuring successful contract execution and customer satisfaction.
  • Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment
  • Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in
  • Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context

Preferred

  • Prior experience at an open-source or developer‐centric infrastructure company
  • Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases

Pay

USD 113,300 - 358,300

Every job at Elastic