Enterprise Account Executive

Drive net-new revenue and expansion within Enterprise Accounts in assigned territory. Elastic is the Search AI Company enabling everyone to find answers in real time using all their data at scale. Elastic Search AI Platform used by 50%+ Fortune 500, brings together search precision and AI intelligence enabling everyone to accelerate results that matter. Take all structured/unstructured data, secure and protect private information effectively. Complete cloud-based solutions for search, security, observability help organizations deliver on AI promise. Key responsibilities: Fuel Search AI solutions, Observability and Security solutions adoption within new Enterprise accounts while deepening existing engagement. Assist users and customers harnessing full search analytics power transforming data into actionable insights. Demonstrate fluency about cloud economics, usage-based pricing, modern data architectures. Move beyond transactions to addressing intricate data challenges customers face. Articulate Open-Source value while advocating advanced commercial features. Showcase how solutions enable working more efficiently and intelligently. Develop comprehensive business plans leveraging community, customer, partner ecosystems driving significant territory growth. Proactively identify new opportunities, successfully manage complex sales cycles. Conduct deep discovery and qualification uncovering pain, business impact, budget, decision criteria using frameworks like MEDDPICC. Work hand-in-glove with Solutions Architects, Customer Success, Marketing, RevOps accelerating deals and driving exceptional customer outcomes. Consistent accurate sales forecasting skills. Collaborate with customers building formal close plans and keeping CRM updated. Create leadership alignment to accelerate deals. Use new technologies for performance advantage and deal structuring. Required: Combination of high-level technical curiosity and value-based seller grit. Success in SaaS subscription sales in Enterprise accounts evidenced by overachievement. Ability crafting tailored narratives linking Elastic technical capabilities (Search, Observability, Security) to measurable business outcomes. Executive negotiation & closing leading high-stakes contract and pricing discussions. Technical & cloud fluency comfortable discussing broad range of topics—security, observability, vector/traditional search, cloud cost optimization. Relationship building establishing credibility with technical developers and executive leadership. Ability operating globally. English fluency. Open-Source model enthusiasm and community reliance on solutions appreciation. Bonus: Open-source or developer-centric infrastructure company prior experience. Observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases familiarity. Benefits: Competitive pay based on work here not previous salary, health coverage for you and family in many locations, flexible location and schedule ability for many roles, generous vacation, $2K annual donation matching (or local equivalent), 40 volunteer hours yearly, 16 weeks minimum parental leave.