Enterprise Account Executive - East

Elastic
New York
Full timeUSD 94,400 - 149,400 annuallyFunction: SalesExperience: 5+ yearsSkills: ["High-energy","Collaboration","Coachability","Negotiation","Discovery","Value storytelling"]

Own a defined East territory to drive net-new revenue and expansion within strategic Enterprise accounts. Build a proactive outbound pipeline, perform deep discovery and qualification using MEDDPICC, and deliver tailored product storytelling and live demos across Search, Observability, and Security. Lead multi-stakeholder deal cycles, maintain accurate CRM forecasting, and negotiate multi-year consumption commitments in a usage-based model. Partner closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate outcomes.

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FursaFursa
Elastic
Elastic
1 day ago

Enterprise Account Executive - East

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Last checked: 15 hours agoStatus: Live

Job Summary

Own a defined East territory to drive net-new revenue and expansion within strategic Enterprise accounts. Build a proactive outbound pipeline, perform deep discovery and qualification using MEDDPICC, and deliver tailored product storytelling and live demos across Search, Observability, and Security. Lead multi-stakeholder deal cycles, maintain accurate CRM forecasting, and negotiate multi-year consumption commitments in a usage-based model. Partner closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate outcomes.
Location: New York
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Build and execute a proactive outbound cadence to generate ≥50% of booked opportunities.
  • •Conduct deep discovery to uncover pain, business impact, budget, and decision criteria and qualify deals effectively.
  • •Craft and deliver tailored narratives and live demos mapping Search, Observability, and Security to business outcomes.
  • •Collaborate on formal close plans and maintain CRM hygiene for ≥90% forecast accuracy within ±10%.
  • •Lead executive contract and pricing negotiations to land multi-year consumption commitments.

Pay and Benefits

Salary: USD 94,400 - 149,400 annually
Perks:Health Insurance401kPaid LeaveParental Leave

Key Requirements

  • •5+ years closing complex Enterprise SaaS deals and consistently overachieving quota in a consumption/usage-based environment.
  • •Use MEDDPICC (or equivalent) to drive disciplined discovery, qualification, and pipeline creation while eliminating low-probability deals.
  • •Deliver executive-level presentations and demos that connect product capabilities to measurable business outcomes.
  • •Negotiate and land multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
  • •Comfortably discuss technical topics including observability, security, and search, plus cloud cost optimization and usage-based pricing.
  • •Open-source enthusiasm and familiarity with OSS developer communities (bonus).
Experience:5+ yearsSaaSEnterprise salesConsumption-basedUsage-modelOpen sourceObservabilitySecurity
Skills:High-energyCollaborationCoachabilityNegotiationDiscoveryValue storytelling
Languages:English
Tech Stack:MEDDPICCCRMObservabilityLogsMetricsTracesSecurity analyticsSIEMXDRVector 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