Enterprise Account Executive - Expand - CA

ABOUT THE ROLE Elastic, the Search AI Company, is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. As the owner of a defined territory, you will build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role requires a unique blend of sales execution, technical fluency, and cross-functional collaboration, and is critical to our growth in the Enterprise segment. WHAT YOU'LL DO As an Enterprise Account Executive, you will be responsible for developing and executing a proactive outbound cadence to generate a significant portion of your booked opportunities. You will uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to drive disciplined pipeline and eliminate low-probability deals. You will craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes. You will also collaborate with customers to build formal close plans, maintain forecast accuracy, and lead high-stakes contract and pricing discussions. WHAT YOU'LL NEED To succeed in this role, you will need to have proven SaaS quota-carrying success, with 5+ years of experience closing complex Enterprise deals in a consumption-based or usage-model environment. You will also need to have expert discovery and qualification skills, the ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. You will need to be a compelling value storyteller, with a track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. You will also need to have strong negotiation chops, a history of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere and will be part of a global team that values community and openness. You will be expected to collaborate effectively with internal teams, incorporate feedback, and embody Elastic's values. BENEFITS Elastic offers a comprehensive benefits package, including a health plan, parental leave, education stipend, life insurance, and equipment stipend. You will also have the opportunity to work with a cutting-edge technology platform and contribute to the growth of a company that is shaping the future of search and AI.