What Is The Role
Elastic the Search AI company is looking for a high-energy Account Executive to drive net-new revenue and expansion within strategic accounts. Youll be the owner of a defined territory where youll 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 collaborationand is critical to our growth in the Enterprise segment.
What You Will Be Doing
Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email call social) that generates 50 % of your booked opportunities.
Deep discovery & qualification: Uncover pain business impact budget and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastics 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 discussionsdefend 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 RevOps to accelerate deals and drive exceptional customer outcomes.
What You Bring
Proven SaaS quotacarrying success: 5 years closing complex Enterprise deals consistently overachieving 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 storytellers: 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 Elastics values of community and openness.
Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic modelbonus if youve sold or advocated in an OSS context.
Bonus Points
Prior experience at an open-source or developercentric infrastructure company.
Familiarity with observability (logs metrics traces) or security analytics (SIEM/XDR) use cases.
If youre driven to build your own pipeline master complex deal cycles and help customers unlock the power of Search AI wed love to talk. Apply today!
Required Experience:
IC
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