Enterprise Account Executive

What you'll do

• Drive net-new revenue and expansion within assigned enterprise accounts by promoting search, observability, and security solutions.
• Act as a trusted advisor to help customers transform complex data into actionable business insights.
• Position Elastic as the preferred platform by discussing cloud economics, usage-based pricing, and modern architectures.
• Conduct deep discovery and qualification using frameworks like MEDDPICC to identify pain points and budget.
• Manage complex sales cycles from initial opportunity identification through to executive negotiation and closing.
• Develop comprehensive territory growth plans leveraging community, customer, and partner ecosystems.
• Create tailored narratives that link technical capabilities to measurable business outcomes like revenue gain or risk mitigation.

What we're looking for

• Proven track record of success in SaaS subscription sales within Enterprise accounts.
• Ability to craft value-based narratives linking technical capabilities to measurable business outcomes.
• Proficiency in executive negotiation and leading high-stakes contract and pricing discussions.
• Technical fluency in security, observability, vector/traditional search, and cloud cost optimization.
• Ability to establish credibility with both technical developers and executive leadership.
• Skill in managing complex sales cycles using frameworks like MEDDPICC for discovery and qualification.
• Experience at an open-source or developer-centric infrastructure company (preferred).
• Familiarity with observability or security analytics use cases (preferred).