Enterprise Account Executive - East

Elastic
United States
Full timeUSD 113,300 - 179,200 annuallyFunction: SalesSkills: ["Negotiation","Executive communication","Pipeline management","Collaboration","Coachability"]

Drive net-new revenue and expansion in strategic Enterprise accounts by owning a defined territory and building pipeline through proactive outbound. Lead deep discovery using MEDDPICC, deliver tailored value storytelling and live demos across Search, Observability, and Security, and manage close plans with accurate forecasting. Negotiate complex multi-year consumption contracts while partnering closely with Solutions Architects, Customer Success, Marketing, and RevOps.

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FursaFursa
Elastic
Elastic
2 days ago

Enterprise Account Executive - East

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Source: Company careers pageValidated by: Fursa AI
Last checked: 19 hours agoStatus: Live

Job Summary

Drive net-new revenue and expansion in strategic Enterprise accounts by owning a defined territory and building pipeline through proactive outbound. Lead deep discovery using MEDDPICC, deliver tailored value storytelling and live demos across Search, Observability, and Security, and manage close plans with accurate forecasting. Negotiate complex multi-year consumption contracts while partnering closely with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: United States
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory and build a proactive outbound cadence that generates at least 50% of booked opportunities.
  • •Conduct deep discovery and qualification to uncover pain, business impact, budget, and decision criteria.
  • •Craft and deliver tailored narratives and live demos mapping Elastic capabilities to business outcomes.
  • •Collaborate on mutual deal strategy and maintain CRM accuracy, achieving at least 90% forecast accuracy within ±10%.
  • •Lead high-stakes contract and pricing negotiations to secure multi-year consumption commitments and partner with internal teams to close.

Pay and Benefits

Salary: USD 113,300 - 179,200 annually
Equity and Bonus:Equity
Perks:Health Insurance401kPaid LeaveParental Leave

Key Requirements

  • •5+ years closing complex Enterprise deals, overachieving in a consumption-based or usage-model environment.
  • •Proven discovery and qualification using MEDDPICC (or equivalent) to build disciplined pipeline and avoid low-probability deals.
  • •Experience delivering executive-level presentations and demos that tie product value to measurable business outcomes.
  • •Strong negotiation skills, including landing multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
  • •Technical and cloud fluency across observability, security, search (vector/traditional), and cloud cost optimization.
Experience:SaaSEnterprise salesConsumption-basedUsage-model
Skills:NegotiationExecutive communicationPipeline managementCollaborationCoachability
Languages:English
Tech Stack:MEDDPICCCRMOutbound emailSIEMXDRObservabilityLogsMetricsTracesVector searchCloud cost optimizationSecurity analytics

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