Enterprise Account Executive - East

Elastic
Florida
Workplace: OnsiteFull timeUSD 94,400 - 149,400 annuallyFunction: SalesSkills: ["Negotiation","Collaboration","Coachability","Value storytelling","Stakeholder management"]

Drive net-new revenue and expansion within strategic Enterprise accounts as the owner of a defined East territory. Build outbound pipeline, run disciplined discovery and MEDDPICC qualification, and deliver tailored demos connecting Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Lead multi-stakeholder deal planning, maintain CRM forecast accuracy, and negotiate complex contract and pricing discussions in a consumption-based model while partnering with Solutions Architects, Customer Success, Marketing, and RevOps.

Loading

Loading job details...

Preparing the role view and application actions.

FursaFursa
Elastic
Elastic
1 day ago

Enterprise Account Executive - East

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 15 hours agoStatus: Live

Job Summary

Drive net-new revenue and expansion within strategic Enterprise accounts as the owner of a defined East territory. Build outbound pipeline, run disciplined discovery and MEDDPICC qualification, and deliver tailored demos connecting Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Lead multi-stakeholder deal planning, maintain CRM forecast accuracy, and negotiate complex contract and pricing discussions in a consumption-based model while partnering with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: Florida
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory and develop proactive outbound cadence to generate booked opportunities.
  • •Conduct deep discovery and qualification to uncover pain, impact, budget, and decision criteria.
  • •Deliver tailored value storytelling and live demos mapping Elastic Search, Observability, and Security to outcomes.
  • •Collaborate with customers to build close plans and maintain CRM hygiene and forecast accuracy.
  • •Lead contract and pricing discussions to defend value and land multi-year consumption commitments.

Pay and Benefits

Salary: USD 94,400 - 149,400 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental Leave

Key Requirements

  • •5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
  • •Proven ability to apply MEDDPICC (or equivalent) for discovery, qualification, and disciplined pipeline management.
  • •Track record of delivering executive-level presentations and demos that tie capabilities to business outcomes.
  • •Strong negotiation experience landing multi-year, high-ACV contracts while protecting margin and securing stakeholder buy-in.
  • •Comfort discussing technical topics including observability, security, search, and cloud cost optimization.
Experience:SaaSEnterpriseConsumption-basedUsage-modelOpen source
Skills:NegotiationCollaborationCoachabilityValue storytellingStakeholder management
Languages:English

Company Brief

Elastic
Builds the Elastic Stack (Elasticsearch, Kibana, Beats, Logstash) and provides search, observability, and security solutions that enable organizations to search, analyze, and protect data in real time across applications, infrastructure, and enterprises.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Amsterdam, Netherlands
Founded: 2012
WebsiteLinkedIn