Enterprise Account Executive

Elastic

Confirmed live yesterday High trust

Quick summary

Work type: On-site
Location: —
Posted: 3 days ago
Freshness: Confirmed live yesterday

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Salary context

How this pay compares to similar roles

Similar $214k

$130k most similar roles pay here $298k

This listing doesn't post a salary. Most similar roles pay $146,250–$282,062.

Based on 240 similar postings.

Employer

About Elastic

Elastic is the company behind Elasticsearch and the Elastic Stack (Elasticsearch, Kibana, Beats, and Logstash). It sells search, observability, and security products built on that search engine, primarily through its Elastic Cloud managed service.

Elastic currently has 258 open roles on FindRole.

Listed pay typically runs $133,100–$203,000 across 94 roles with salary data.

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At a glance

TL;DR · Enterprise Account Executive

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As an Enterprise Account Executive, you will join the team to drive net-new revenue and expansion within assigned territory accounts specifically focused on the Telecoms sector. You will serve as a trusted advisor, helping customers navigate complex data challenges by promoting the Search AI platform for search, observability, and security. Your daily responsibilities include managing complex sales cycles using MEDDPICC frameworks, developing strategic business plans, and collaborating with cross-functional teams to accelerate deals. To succeed, you must possess technical curiosity regarding cloud economics, usage-based pricing, and modern data architectures. You will leverage skills in value-based storytelling, executive negotiation, and contract management to link technical capabilities like vector search and security analytics to measurable business outcomes. The role requires proficiency in navigating the open-source ecosystem while solving intricate problems involving structured and unstructured data.

Skills

Search AI Observability Security SIEM XDR Open Source SaaS Data Analytics Logs Metrics Traces MEDDPICC CRM

What you'll do

Drive net-new revenue and expansion within assigned Enterprise accounts in the Telecoms sector.
Promote Elastic’s AI-powered search, observability, and security solutions to new and existing customers.
Conduct deep discovery and qualification using frameworks like MEDDPICC to identify pain points and budget.
Translate technical capabilities into value-based narratives regarding business outcomes like risk mitigation or revenue gain.
Manage complex sales cycles by leading high-stakes contract negotiations and pricing discussions.
Develop comprehensive territory growth plans leveraging community, customer, and partner ecosystems.
Provide expert guidance on cloud economics, usage-based pricing, and modern data architectures.
Collaborate with cross-functional teams to accelerate deals and ensure successful customer outcomes.

What we're looking for

Proven track record in SaaS subscription sales to Enterprise Telecoms accounts with evidence of overachievement.
Ability to craft value-based narratives linking technical capabilities to measurable business outcomes like revenue gain or risk mitigation.
Proficiency in navigating complex sales cycles and performing deep discovery using frameworks like MEDDPICC.
Capability to lead high-stakes contract negotiations and pricing discussions with executive leadership.
Technical fluency in security, observability, vector/traditional search, and cloud cost optimization.
Ability to communicate effectively regarding cloud economics and usage-based pricing models.
Experience at an open-source or developer-centric infrastructure company (preferred).
Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases (preferred).

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