Enterprise Account Executive - Expand - CA or TX

Enterprise Account Executive – Expand – CA or TX

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

Elastic is looking for a high‑energy Enterprise Account Executive to drive net‑new revenue and expansion within strategic Enterprise accounts. You’ll own 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 booked opportunities.
• Deep discovery & qualification: uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only high‑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 over‑achieving 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 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 & 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 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.

Compensation for this role is base salary plus a variable component that together comprise the On‑Target Earnings (OTE). OTE is based on a 50/50 pay mix.

Typical starting OTE range: $226,500—$358,300‑USD. Base salary range: $113,300—$179,200‑USD. Target variable range: $113,200—$179,100‑USD.

Eligible for Elastic’s stock program and a company‑matched 401(k) with dollar‑for‑dollar matching up to 6% of eligible earnings. Other benefits include health coverage, flexible scheduling, generous vacation, volunteer hours, donation match, and parental leave.

Elastic is an equal‑opportunity employer and is committed to creating an inclusive culture that…