Enterprise Account Executive (North Central)

Elastic, the Search AI company, is looking for a high‑energy Enterprise Account Executive to drive net‑new revenue and expansion within strategic Enterprise accounts You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi‑stakeholder deals in a consumption‑based model. This role sits at the intersection of sales execution, technical fluency, and cross‑functional collaboration—and is critical to our growth in the Enterprise segment Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest‑confidence deals Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10% Executive negotiation & closing: Lead high‑stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi‑year consumption commitments Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage‑based pricing, and modern data architectures Cross‑functional partnership: Work hand‑in‑glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes Benefits Toast to your health: Fully paid health coverage for you and your family, in many locations. Craft your calendar: Flexible location and schedule for most roles. Create space for you: Distributed by design workforce, plus generous number of vacation days each year. Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits. Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about. Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent). Proven SaaS quota‑carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption‑based or usage‑model environment Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness Compelling value storytellers: Track record of delivering executive‑level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low‑probability deals Open Source enthusiasm: Genuine appreciation for open‑source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context Strong negotiation chops: History of landing multi‑year, high‑ACV contracts while protecting margin and securing executive stakeholder buy‑in Prior experience at an open‑source or developer‑centric infrastructure company Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today! #J-18808-Ljbffr