Enterprise Account Executive

Responsibilities

• Own territory and build pipeline through proactive outbound cadences
• Perform deep discovery and qualification using MEDDPICC frameworks
• Deliver tailored narratives and live demos mapping capabilities to business outcomes
• Collaborate with customers on formal close plans and maintain forecast accuracy
• Lead high-stakes contract and pricing negotiations for multi-year commitments
• Position Elastic as a Search AI platform by discussing cloud economics and data architectures
• Partner with Solutions Architects, Customer Success, and Marketing to accelerate deals

Requirements

• 5+ years of experience closing complex Enterprise SaaS deals
• Proven success in consumption-based or usage-model environments
• Expertise in MEDDPICC or equivalent qualification frameworks
• Strong track record of executive-level presentations and demos
• Ability to negotiate high-ACV, multi-year contracts
• Technical fluency in observability, security, and cloud cost optimization
• Collaborative mindset and coachability
• Appreciation for open-source communities

Preferred Qualifications

• Prior experience at an open-source or developer-centric infrastructure company
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases

About the Company

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. The Elastic Search AI Platform is used by more than 50% of the Fortune 500 to deliver cloud-based solutions for search, security, and observability.