Enterprise Account Executive-Expand, Mid-Atlantic at Elastic

Elastic

Pennsylvania, United States·10h ago

Mid LevelFull-timeAWSElasticsearchAI

Salary Range

$72,250 - $97,750 /year

Estimated

This salary is estimated based on similar roles. The actual salary may vary.

About the Role

Elastic, the Search AI company, is seeking an Enterprise Account Executive to drive revenue growth within strategic Enterprise accounts. This role involves building your own pipeline, telling the Elastic Search AI story, and closing complex deals in a consumption-based model.

Key Responsibilities

→Own your territory and build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of your booked opportunities.
→Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
→Value storytelling and demos: Craft and deliver tailored narratives and live demos that map Elastic’s capabilities to measurable business outcomes.
→Mutual deal strategy and forecast accuracy: Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy.
→Executive negotiation and closing: Lead high-stakes contract and pricing discussions to land multi-year consumption commitments.
→Domain and cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics and modern data architectures.
→Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Requirements

✓Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals in a consumption-based or usage-model environment.
✓Expert discovery and qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks.
✓Compelling value storytellers: Track record of delivering executive-level presentations and demos.
✓Strong negotiation chops: History of landing multi-year, high-ACV contracts.
✓Technical and cloud fluency: Comfortable discussing technical topics including observability, security, and cloud cost optimization.
✓Collaborative mindset and coachability: A learner who partners effectively with internal teams.
✓Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model.