Enterprise Account Executive, Expand Southeast

Elastic
Florida
Full timeUSD 226,500 - 358,300 annuallyFunction: SalesSkills: ["Pipeline development","Discovery and qualification","Executive communication","Negotiation","Collaboration"]

Drive net-new revenue and expansion within strategic Enterprise accounts by building your own pipeline in a defined territory. Own outbound cadence, perform deep discovery and qualification using MEDDPICC, and deliver tailored value storytelling with live demos across Search, Observability, and Security. Lead complex multi-stakeholder negotiations to land multi-year, consumption-based commitments while maintaining strong CRM discipline and forecast accuracy. Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate outcomes.

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FursaFursa
Elastic
Elastic
2 days ago

Enterprise Account Executive, Expand Southeast

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Source: Company careers pageValidated by: Fursa AI
Last checked: 2 hours agoStatus: Live
Reposted: similar role first listed 4 months ago

Job Summary

Drive net-new revenue and expansion within strategic Enterprise accounts by building your own pipeline in a defined territory. Own outbound cadence, perform deep discovery and qualification using MEDDPICC, and deliver tailored value storytelling with live demos across Search, Observability, and Security. Lead complex multi-stakeholder negotiations to land multi-year, consumption-based commitments while maintaining strong CRM discipline and forecast accuracy. Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate outcomes.
Location: Florida
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own your territory and build pipeline through proactive outbound (email, call, social) to generate booked opportunities
  • •Conduct deep discovery and qualification to pursue only highest-confidence deals using MEDDPICC
  • •Deliver tailored value storytelling and live demos mapping Search, Observability, and Security to measurable outcomes
  • •Collaborate on close plans and maintain CRM accuracy with high forecast accuracy
  • •Lead executive negotiations to defend value, structure pricing trades, and land multi-year consumption commitments

Pay and Benefits

Salary: USD 226,500 - 358,300 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental LeaveVolunteer TimePaid Leave

Key Requirements

  • •5+ years closing complex Enterprise deals and consistently overachieving in a consumption-based or usage-model environment
  • •Use MEDDPICC (or equivalent) to qualify opportunities by pain, business impact, budget, and decision criteria
  • •Deliver executive-level presentations and live demos that tie capabilities to measurable business outcomes
  • •Lead high-stakes contract and pricing negotiations, securing executive stakeholder buy-in and multi-year commitments
  • •Be comfortable discussing technical topics including observability, security, search (vector/traditional), and cloud cost optimization
Experience:SaaSEnterprise salesConsumption-based software
Skills:Pipeline developmentDiscovery and qualificationExecutive communicationNegotiationCollaboration
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