Enterprise Account Executive

Role Overview

Join Elastic as an Enterprise Account Executive (full remote). You will drive net-new revenue and expansion within enterprise accounts by positioning Elastic as the Search AI platform of choice.

Responsibilities

• Drive net-new revenue and account expansion in an assigned territory.
• Help users and customers harness search analytics to turn data into actionable insights.
• Build comprehensive business plans using customer, community, and partner ecosystems to grow the territory.
• Proactively identify new opportunities and manage complex sales cycles.
• Collaborate with cross-functional teams to accelerate deals and ensure alignment.
• Lead high-stakes contract and pricing discussions; close enterprise deals.
• Maintain accurate forecasting and keep CRM up to date.

Requirements

• Technical & cloud fluency: comfortable discussing security, observability, vector/traditional search, and cloud cost optimization.
• Proven success in SaaS subscription sales to enterprise accounts (track record of overachievement).
• Strong forecasting accuracy and ability to create formal close plans.
• Value-based selling mindset and ability to use an AI mindset to structure deals.
• Ability to build credibility with both technical developers and executive leadership.
• Strong relationship building and stakeholder alignment skills.
• Demonstrated ability for value storytelling linking Search/Observability/Security capabilities to measurable business outcomes.
• Enthusiasm for the open-source model.

Nice to Have

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR).