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Job description
About Elastic
Elastic is the Search AI company that empowers organizations to extract answers from all their data in real time, at scale. Serving over half of the Fortune 500, Elastic combines precise search capabilities with AI intelligence to accelerate impactful outcomes. Leveraging both structured and unstructured data, Elastic offers cloud-native solutions for search, security, and observability that safeguard sensitive information while driving transformative business results.
Role Overview
We are seeking a proactive Enterprise Account Executive with a strong technical curiosity and a value-driven sales approach, focused on expanding Elastic's presence in designated accounts. This position involves managing the entire sales lifecycle, from proactive outreach to closing new business in an assigned territory. The ideal candidate will guide customers through the complexities of Elastic’s multifaceted platform, encompassing advanced search, observability, and security technologies.
Key Responsibilities
- Accelerate the uptake of Elastic’s AI-powered search, observability, and security solutions with new mid-market customers while strengthening relationships with existing clients.
- Become a trusted consultant by guiding users to leverage search analytics for actionable business insights.
- Demonstrate expertise in cloud economics, usage-based pricing models, and contemporary data architectures to effectively position Elastic’s Search AI platform.
- Address intricate customer data challenges going beyond transactional sales.
- Promote the value of Elastic’s advanced commercial features alongside its Open Source offerings.
- Identify and communicate new use cases that enhance operational efficiency and intelligence for customers.
- Develop strategic business plans that harness community, partner, and customer networks to drive territorial growth.
- Lead and manage complex sales cycles proactively to uncover new opportunities.
- Conduct thorough discovery and qualification of prospects using methodologies like MEDDPICC to focus on high-potential deals.
- Collaborate closely with cross-functional teams—including Solutions Architects, Customer Success, Marketing, and Revenue Operations—to expedite deals and ensure exceptional customer satisfaction.
Qualifications and Skills
- Combination of deep technical curiosity and value-based selling expertise.
- Demonstrated success in SaaS subscription sales within large strategic accounts across enterprise and Public Sector segments, supported by a consistent record of exceeding targets.
- Proven ability and focus on acquiring new customers.
- Skilled in crafting customized narratives linking Elastic’s Search, Observability, and Security capabilities to tangible business outcomes such as revenue growth and risk reduction.
- Experienced in executive-level negotiations and closing complex contracts and pricing agreements.
- Comfortable discussing a wide range of technical topics including security, observability, search technologies, and cloud cost optimization.
- Adept at building trust with both technical teams and senior executives.
- Accurate and consistent in sales forecasting, with experience building formal close plans and maintaining CRM data integrity.
- Strong ability to align internal teams to accelerate sales processes.
- Forward-thinking with an AI-driven mindset for leveraging technology to enhance sales performance and structuring deals.
- Enthusiastic supporter of Open-Source principles and community engagement.
Additional Information
Elastic values diversity and inclusion, welcoming applicants from all backgrounds and life stages. The company offers competitive compensation unrelated to prior salary, comprehensive health benefits for employees and families in many locations, flexibility in work schedules and locations for multiple roles, generous vacation allowances, matched charitable giving up to $2,000 (or local currency equivalent), up to 40 hours annually for volunteer activities, and at least 16 weeks of parental leave.
Elastic is committed to equal opportunity employment and fostering an accessible and inclusive work environment. Accommodations for applicants with disabilities are available upon request. Candidates from certain sanctioned countries may require export licenses as a condition of employment. Please note that nationality or origin status does not impact employment eligibility.