Enterprise Account Executive - Expand Northeast

Elastic
New Jersey
Workplace: OnsiteFull timeUSD 94,400 - 149,400 annuallyFunction: SalesSkills: ["Negotiation","Presentation skills","Collaboration","Coachability","Pipeline building"]

Drive net-new revenue and expansion across strategic Enterprise accounts in a defined territory. Build outbound pipeline, conduct deep discovery and qualification using MEDDPICC, and deliver tailored demos connecting Elastic Search, Observability, and Security to measurable business outcomes. Own close planning and maintain accurate forecasting in CRM, lead complex pricing and contract negotiations, and partner cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps.

Loading

Loading job details...

Preparing the role view and application actions.

FursaFursa
Elastic
Elastic
4 days ago

Enterprise Account Executive - Expand Northeast

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 8 hours agoStatus: Live

Job Summary

Drive net-new revenue and expansion across strategic Enterprise accounts in a defined territory. Build outbound pipeline, conduct deep discovery and qualification using MEDDPICC, and deliver tailored demos connecting Elastic Search, Observability, and Security to measurable business outcomes. Own close planning and maintain accurate forecasting in CRM, lead complex pricing and contract negotiations, and partner cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: New Jersey
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory by building and executing a proactive outbound cadence to generate a large share of booked opportunities.
  • •Conduct deep discovery to identify pain, business impact, budget, and decision criteria using MEDDPICC frameworks.
  • •Craft and deliver tailored value storytelling and live demos that map Elastic capabilities to business outcomes.
  • •Collaborate with customers on close plans and maintain CRM and forecast accuracy.
  • •Lead multi-stakeholder contract and pricing negotiations to land multi-year consumption commitments.

Pay and Benefits

Salary: USD 94,400 - 149,400 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental LeavePaid LeaveVolunteer Time

Key Requirements

  • •5+ years closing complex Enterprise SaaS deals and consistently overachieving targets in a consumption/usage-based model.
  • •Strong ability to apply MEDDPICC (or equivalent) for disciplined discovery, qualification, and pipeline management.
  • •Proven track record delivering executive-level presentations and live demos that tie product value to measurable outcomes.
  • •Demonstrated negotiation skills landing multi-year, high-ACV contracts while protecting margin and gaining executive stakeholder buy-in.
  • •Comfort discussing technical topics such as observability, security, search (vector/traditional), and cloud cost optimization.
Experience:SaaSEnterpriseUsage-based sales
Skills:NegotiationPresentation skillsCollaborationCoachabilityPipeline building
Languages:English
Tech Stack:MEDDPICCCRM

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