Enterprise Account Executive - East

Elastic
North Carolina
Workplace: OnsiteFull timeUSD 94,400 - 149,400 annuallyFunction: SalesExperience: 5+ yearsSkills: ["Negotiation","Leadership","Collaboration","Coachability","Outbound pipeline building"]

Drive net-new revenue and expansion within strategic Enterprise accounts by owning a defined territory, building pipeline through proactive outbound, and running deep MEDDPICC-based discovery. Deliver tailored value storytelling and live demos mapping Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Lead complex multi-stakeholder negotiations to close multi-year, consumption-based deals while maintaining accurate CRM forecasting and partnering with Solutions Architects, Customer Success, Marketing, and RevOps.

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FursaFursa
Elastic
Elastic
1 day ago

Enterprise Account Executive - East

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Source: Company careers pageValidated by: Fursa AI
Last checked: 15 hours agoStatus: Live
Reposted: similar role first listed 6 months ago

Job Summary

Drive net-new revenue and expansion within strategic Enterprise accounts by owning a defined territory, building pipeline through proactive outbound, and running deep MEDDPICC-based discovery. Deliver tailored value storytelling and live demos mapping Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Lead complex multi-stakeholder negotiations to close multi-year, consumption-based deals while maintaining accurate CRM forecasting and partnering with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: North Carolina
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own your territory and build a proactive outbound pipeline to generate booked opportunities.
  • •Conduct deep discovery and qualification to uncover pain, impact, budget, and decision criteria using MEDDPICC.
  • •Create and deliver tailored value storytelling and live demos across Search, Observability, and Security.
  • •Collaborate on mutual deal strategy/close plans and maintain CRM forecast accuracy (≥90% within ±10%).
  • •Lead high-stakes contract and pricing negotiations to secure multi-year consumption commitments.

Pay and Benefits

Salary: USD 94,400 - 149,400 annually
Perks:Health Insurance401kParental LeaveEquityVolunteer TimePaid Leave

Key Requirements

  • •5+ years closing complex Enterprise SaaS deals in a consumption-based or usage-model environment.
  • •Use MEDDPICC (or equivalent) to qualify deals, drive disciplined pipeline, and eliminate low-probability opportunities.
  • •Deliver executive-level presentations and tailored demos that tie product capabilities to measurable business impact.
  • •Negotiate and close multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
  • •Be technically fluent in areas such as observability, security, vector/traditional search, and cloud cost optimization.
Experience:5+ yearsSaaSEnterpriseCloudUsage-based pricingConsumption-based deals
Skills:NegotiationLeadershipCollaborationCoachabilityOutbound pipeline building
Languages:English
Tech Stack:MEDDPICCCRMObservabilitySIEMXDRVector searchCloud cost optimization

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