Enterprise Account Executive - West

Elastic
San Francisco
Full timeUSD 113,300 - 179,200 annuallyFunction: SalesExperience: 5+ yearsSkills: ["Negotiation","Cross-functional collaboration","Pipeline building","Executive communication","Coachability"]

Drive net-new revenue and expansion within strategic Enterprise accounts by owning a defined territory and building a proactive outbound pipeline. Conduct deep discovery and qualification using MEDDPICC, deliver tailored value stories and live demos across Search, Observability, and Security, and lead multi-stakeholder negotiations to land multi-year consumption commitments. Maintain accurate CRM forecasting and partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

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FursaFursa
Elastic
Elastic
3 days ago

Enterprise Account Executive - West

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Last checked: 9 hours agoStatus: Live

Job Summary

Drive net-new revenue and expansion within strategic Enterprise accounts by owning a defined territory and building a proactive outbound pipeline. Conduct deep discovery and qualification using MEDDPICC, deliver tailored value stories and live demos across Search, Observability, and Security, and lead multi-stakeholder negotiations to land multi-year consumption commitments. Maintain accurate CRM forecasting and partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.
Location: San Francisco
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own your territory and build a proactive outbound pipeline that generates at least 50% of booked opportunities.
  • •Use deep discovery and qualification to uncover pain, business impact, budget, and decision criteria and focus on highest-confidence deals.
  • •Craft and deliver tailored value storytelling and live demos mapping Elastic Search, Observability, and Security to business outcomes.
  • •Collaborate with customers on close plans and maintain CRM accuracy with at least 90% forecast accuracy within ±10%.
  • •Lead executive contract and pricing negotiations to defend value, structure give/get trades, and close multi-year consumption commitments.

Pay and Benefits

Salary: USD 113,300 - 179,200 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental Leave

Key Requirements

  • •5+ years closing complex Enterprise deals while consistently overachieving SaaS quota targets in a consumption/usage-based model.
  • •Ability to apply MEDDPICC (or equivalent) for disciplined discovery, qualification, and deal selection.
  • •Proven track record delivering executive-level presentations and demos tied to measurable business outcomes.
  • •Strong negotiation experience landing multi-year, high-ACV contracts while protecting margin and securing stakeholder buy-in.
  • •Comfort discussing technical topics including observability, security, vector/traditional search, and cloud cost optimization.
Experience:5+ yearsSaaSEnterprise salesConsumption-basedUsage-basedOpen source
Skills:NegotiationCross-functional collaborationPipeline buildingExecutive communicationCoachability
Languages:English
Tech Stack:MEDDPICCCRMObservabilityLogsMetricsTracesSecurity analyticsSIEMXDRVector searchCloud cost optimizationUsage-based pricingData architectures

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