Elastic, the Search AI Company, enables everyone to find the answers they need in real time,
using all their data, at scale — unleashing the potential of businesses and people. The
Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the
precision of search and the intelligence of AI to enable everyone to accelerate the results
that matter. By taking advantage of all structured and unstructured data — securing and
protecting private information more effectively — Elastic’s complete, cloud-based solutions
for search, security, and observability help organizations deliver on the promise of AI.What Is
The Role
Elastic, the Search Analytics company, is seeking a dynamic Enterprise Account Executive. To
excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity
and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a
versatile search, observability, and security platform, the role requires moving beyond simple
transactions to solving complex data problems.
We are seeking an Enterprise Account Executive working a set of new and existing customers . In
this role, you will own the full sales cycle—from cold outreach to close—focused entirely
on acquiring new logos in an assigned territory. If you excel at navigating new organizations
and demonstrating the value of advanced search technology to stakeholders, this is your
opportunity to drive our next phase of growth.
What You Will Be Doing

Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and
Security solutions within new Mid-Market accounts while deepening engagement with existing
ones.
Be a Trusted Advisor: Assist users and customers in harnessing the full power of search
analytics to transform data into actionable insights.
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.
Solve Complex Problems: Move beyond simple transactions to address the intricate data
challenges our customers face.
Champion Open Source: Articulate the value of our advanced commercial features while advocating
for our Open-Source offerings.
Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more
efficiently and intelligently.
Strategic Planning: Develop comprehensive business plans leveraging community, customer, and
partner ecosystems to drive significant territory growth.
Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex
sales cycles.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision
criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success,
Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

What You Bring

The Right Blend: A combination of high-level technical curiosity and the grit of a value-based
seller.
Proven Track Record: Success in SaaS subscription sales in Enterprise accounts, evidenced by
overachievement.
Mindset: Pure focus on acquiring new logos with a record to prove it. 
Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical
capabilities (Search, Observability, Security) to measurable business outcomes like revenue
gain or risk mitigation is critical.
Executive negotiation & closing: Lead high-stakes contract and pricing discussions
Technical & cloud fluency: Comfortable discussing a broad range of technical topics
including security, observability, vector/traditional search, and cloud cost optimization.
Relationship Building: Adept at establishing credibility with both technical developers and
executive leadership.
Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales
forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up
to date.
Ability to create alignment across teams to accelerate deals
AI Mindset: Use new technologies for performance advantage and deal structuring
Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our
solutions

#LI-PM1Additional Information - We Take Care of Our People
As a distributed company, diversity drives our identity. Whether you’re looking to launch a
new career or grow an existing one, Elastic is the type of company where you can balance great
work with great life. Your age is only a number. It doesn’t matter if you’re just out of
college or your children are; we need you for what you can do.
We strive to have parity of benefits across regions and while regulations differ from place to
place, we believe taking care of our people is the right thing to do.

Competitive pay based on the work you do here and not your previous salary
Health coverage for you and your family in many locations
Ability to craft your calendar with flexible locations and schedules for many roles
Generous number of vacation days each year
Increase your impact - We match up to $2000 (or local currency equivalent) for financial
donations and service
Up to 40 hours each year to use toward volunteer projects you love
Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity
employer and is committed to creating an inclusive culture that celebrates different
perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for
employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual
orientation, gender perception or identity, national origin, age, marital status, protected
veteran status, disability status, or any other basis protected by federal, state or local law,
ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive
experience for all individuals. To request an accommodation during the application or the
recruiting process, please email [email protected]. We will reply to your
request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and
Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster;
Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
Elasticsearch develops and distributes technology and information that is subject to U.S. and
other countries’ export controls and licensing requirements for individuals who are located
in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran,
North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The
Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's
Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the
listed countries or regions, an export license may be required as a condition of your
employment in this role. Please note that national origin and/or nationality do not affect
eligibility for employment with Elastic.
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