Enterprise Account Executive (TOLA)

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. This position requires strong sales execution, technical fluency, 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, generating at least 50% of booked opportunities through outbound efforts.
• Conduct deep discovery and qualification of potential clients, utilizing frameworks like MEDDPICC to identify high-confidence deals.
• Lead high-stakes contract negotiations and closing discussions, successfully landing multi-year consumption commitments.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization

Requirements

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

Preferred

• 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!
• 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 94,400 - 298,700