Global Account Executive - Seattle

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.

By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Elastic is building a top‑tier Strategic Enterprise sales team, and this role sits at the center. This is not a development role, a coverage role, or a stepping stone. It is built for enterprise sellers who consistently win in large, complex environments.

STRAT AEs at Elastic operate as business owners. A small number of named, high‑impact accounts. Clear accountability. Measurable outcomes. The work is demanding by design!

• Build Elastic into a strategic platform across search, observability, and security within each assigned account.
• The role focuses on long-term account strategy, disciplined execution, and influence across technical and executive stakeholders. Progress is measured through net‑new use cases, platform expansion, and sustained, multi‑year growth.
• End‑to‑end strategy and execution across named enterprise accounts—from multi‑year planning and executive alignment through opportunity creation and deal closure. Sales cycles are long, technical, and multi‑threaded.
• Strong platform selling, clear value articulation, and commercial negotiation are core expectations. Close partnership with Sales Engineering, Product, Partners, and Leadership is constant, with full ownership of results!
• Elastic’s open source foundation is central to the motion. Community adoption, developer credibility, and platform scale drive enterprise impact—and translating that into revenue matters.

• A documented history of outperforming quota in complex enterprise environments is required. Experience selling SaaS or platform solutions across multiple buying centers is expected.
• Credibility with technical teams and senior executives is essential. Pipeline discipline, forecasting accuracy, and comfort operating in Salesforce are baseline requirements.
• Backgrounds vary. Standards do not. Curiosity, resilience, and competitive drive matter more than logos or tenure.

• Experience with open source‑led platforms, partner‑driven ecosystems, or global named accounts is a plus. Performance outweighs pedigree every time.

#LI-AM2

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On‑Target Earnings (OTE). On‑Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company‑matched 401k with dollar‑for‑dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well‑being.

The typical starting salary range for this role is: $170,000 — $268,800 USD The typical starting Target Variable range for this role is: $113,200 — $179,100 USD The typical starting…