Enterprise Account Executive, West

Elastic
Washington
Workplace: OnsiteFull timeUSD 188,800 - 298,700 annuallyFunction: SalesExperience: 5+ yearsSkills: ["Collaboration","Coachability","Negotiation","Discovery","Value storytelling"]

Own a defined West territory to generate net-new pipeline and expand strategic enterprise accounts for Elastic’s Search AI Platform. Execute outbound prospecting, run MEDDPICC-based discovery and qualification, and deliver tailored demos across Search, Observability, and Security. Build close plans, maintain accurate CRM forecasting, and lead multi-stakeholder negotiations to secure multi-year, consumption-based commitments with strong technical and cloud fluency.

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FursaFursa
Elastic
Elastic
12 hours ago

Enterprise Account Executive, West

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Source: Company careers pageValidated by: Fursa AI
Last checked: 6 hours agoStatus: Live

Job Summary

Own a defined West territory to generate net-new pipeline and expand strategic enterprise accounts for Elastic’s Search AI Platform. Execute outbound prospecting, run MEDDPICC-based discovery and qualification, and deliver tailored demos across Search, Observability, and Security. Build close plans, maintain accurate CRM forecasting, and lead multi-stakeholder negotiations to secure multi-year, consumption-based commitments with strong technical and cloud fluency.
Location: Washington
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Develop and execute a proactive outbound cadence to generate at least 50% of booked opportunities.
  • •Conduct deep discovery and qualification to uncover pain, business impact, budget, and decision criteria.
  • •Deliver tailored value narratives and live demos mapping Elastic’s Search, Observability, and Security to business outcomes.
  • •Collaborate with customers on close plans and keep CRM up to date to maintain at least 90% forecast accuracy within ±10%.
  • •Lead high-stakes contract and pricing negotiations to defend value and secure multi-year consumption commitments.

Pay and Benefits

Salary: USD 188,800 - 298,700 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental LeaveEquityPaid Leave

Key Requirements

  • •5+ years closing complex enterprise deals and overachieving targets in a consumption-based or usage-model environment.
  • •Demonstrated ability to run MEDDPICC (or equivalent) discovery and qualification to drive disciplined pipeline.
  • •Proven track record delivering executive-level presentations and tailored demos that connect product value to measurable outcomes.
  • •Strong negotiation skills landing multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
  • •Comfort discussing technical topics including observability, security, vector/traditional search, and cloud cost optimization.
Experience:5+ yearsSaaS
Skills:CollaborationCoachabilityNegotiationDiscoveryValue storytelling
Languages:English
Tech Stack:CRMMEDDPICCSIEMXDR

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