Enterprise Account Executive - CA or AZ - Expand

ABOUT THE ROLE Elastic, the Search AI Company, is seeking a highly motivated Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. This role requires a high-energy individual who can build their own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. As an Enterprise Account Executive, you will be the owner of a defined territory and will work at the intersection of sales execution, technical fluency, and cross-functional collaboration. WHAT YOU'LL DO As an Enterprise Account Executive, your primary responsibilities will include: - Owning your territory and building a pipeline through proactive outbound cadence, including email, calls, and social media. - Conducting deep discovery and qualification to uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC. - Delivering tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes. - Collaborating with customers to build formal close plans and maintaining accurate forecasting within ±10%. - Leading high-stakes contract and pricing discussions to land multi-year consumption commitments. - Positioning Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Working closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. WHAT YOU'LL NEED To succeed in this role, you will need: - Proven SaaS quota-carrying success with 5+ years of closing complex Enterprise deals in a consumption-based or usage-model environment. - Expert discovery and qualification skills, with the ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. - Compelling value storytelling skills, with a 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, with a history of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. - Technical and cloud fluency, with comfort discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. - A collaborative mindset and coachability, with a willingness to partner effectively with internal teams and embody Elastic's values of community and openness. - Open-source enthusiasm, with a genuine appreciation for open-source communities and the Elastic model. WHY REMOTE As an Enterprise Account Executive, you will have the flexibility to work remotely and will be expected to maintain a high level of productivity and communication with the team. BENEFITS - Competitive salary - Comprehensive health plan - Parental leave - Education stipend - Life insurance - Flexible schedule - Opportunity to work with a leading Search AI company - Collaborative and dynamic work environment - Professional development opportunities