Emerging Enterprise Account Executive, West

Elastic
California
Full timeUSD 94,400 - 149,400 annuallyFunction: SalesExperience: 5+ yearsSkills: ["Communication","Negotiation","Collaboration","Coachability","Value storytelling"]

Drive net-new revenue and expansion in strategic Enterprise accounts across your defined West territory. Build and execute proactive outbound pipeline, conduct MEDDPICC-style discovery and qualification, and deliver tailored value storytelling and demos across Search, Observability, and Security. Lead multi-stakeholder close planning, negotiate complex contracts and pricing, and maintain strong CRM hygiene and forecast accuracy in a consumption-based model.

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FursaFursa
Elastic
Elastic
12 hours ago

Emerging Enterprise Account Executive, West

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Job Summary

Drive net-new revenue and expansion in strategic Enterprise accounts across your defined West territory. Build and execute proactive outbound pipeline, conduct MEDDPICC-style discovery and qualification, and deliver tailored value storytelling and demos across Search, Observability, and Security. Lead multi-stakeholder close planning, negotiate complex contracts and pricing, and maintain strong CRM hygiene and forecast accuracy in a consumption-based model.
Location: California
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory by building and executing a proactive outbound pipeline to generate booked opportunities.
  • •Run deep discovery and qualification to uncover pain, impact, budget, and decision criteria using MEDDPICC-style frameworks.
  • •Craft and deliver tailored value narratives and live demos mapping Search, Observability, and Security capabilities to outcomes.
  • •Collaborate with customers on formal close plans and maintain CRM accuracy to achieve high forecast accuracy.
  • •Lead contract and pricing negotiations for multi-stakeholder, multi-year consumption commitments while partnering with Solutions Architects, Customer Success, Marketing, and RevOps.

Pay and Benefits

Salary: USD 94,400 - 149,400 annually
Perks:401kHealth InsuranceEquityParental Leave

Key Requirements

  • •5+ years closing complex Enterprise deals while consistently overachieving quota in a SaaS/consumption-based or usage-model environment.
  • •Strong discovery and qualification skills, including applying MEDDPICC (or equivalent) to focus on high-confidence opportunities.
  • •Demonstrated ability to deliver executive-level presentations and live demos that tie product capabilities to measurable business outcomes.
  • •Proven negotiation experience landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
  • •Technical and cloud fluency to discuss observability, security, vector/traditional search, and cloud cost optimization.
Experience:5+ yearsSaaSEnterpriseConsumption-basedUsage-based
Skills:CommunicationNegotiationCollaborationCoachabilityValue storytelling
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