Enterprise Account Executive - Mid-Atlantic

The role

An Enterprise Account Executive will drive net-new revenue and expansion within strategic Enterprise accounts. You will build your own pipeline, tell the Elastic Search AI story, and close complex deals in a consumption-based model.

What you will do

• Develop and execute a proactive outbound cadence to generate at least 50% of booked opportunities
• Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC
• Craft and deliver tailored narratives and live demos mapping capabilities to business outcomes
• Collaborate with customers to build formal close plans
• Maintain at least 90% forecast accuracy within +/- 10%
• Lead high-stakes contract and pricing discussions
• Position Elastic as the Search AI platform of choice
• Work with Solutions Architects, Customer Success, Marketing, and RevOps

Required qualifications

• 5+ years closing complex Enterprise deals
• Consistent overachievement of targets in a consumption-based or usage-model environment
• Ability to apply MEDDPICC or equivalent frameworks
• Track record of delivering executive-level presentations and demos
• History of landing multi-year, high-ACV contracts
• Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization
• Collaborative mindset and coachability
• Appreciation for open-source communities and the Elastic 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) use cases
• Experience selling or advocating in an OSS context

Benefits

• Stock program eligibility
• Company-matched 401k up to 6% of eligible earnings
• Health coverage for you and your family in many locations
• Flexible locations and schedules
• Generous number of vacation days each year
• Up to $2000 match for financial donations and service
• Up to 40 hours each year for volunteer projects
• Minimum of 16 weeks of parental leave

Before you apply

• An export license may be required if you are located in or are a national of Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the annexed Ukrainian territories

About the company

Elastic is the Search AI Company that enables everyone to find answers in real time using all their data at scale. The Elastic Search AI Platform is used by more than 50% of the Fortune 500.