[Remote] Enterprise Account Executive - Bay Area

Note: The job is a remote job and is open to candidates in USA. Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. This role involves building a pipeline, conducting deep discovery and qualification, delivering value storytelling and demos, and leading negotiations to close complex deals.ResponsibilitiesOwn your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunitiesDeep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence dealsValue storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomesMutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitmentsDomain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architecturesCross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomesSkillsProven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environmentExpert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability dealsCompelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigatedStrong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-inTechnical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimizationCollaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic's values of community and opennessOpen Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you've sold or advocated in an OSS contextPrior experience at an open-source or developer‐centric infrastructure companyFamiliarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use casesBenefitsCompetitive pay based on the work you do here and not your previous salaryHealth coverage for you and your family in many locationsAbility to craft your calendar with flexible locations and schedules for many rolesGenerous number of vacation days each yearWe match up to $2000 (or local currency equivalent) for financial donations and serviceUp to 40 hours each year to use toward volunteer projects you loveEmbracing parenthood with a minimum of 16 weeks of parental leaveElastic's stock programCompany-matched 401k with dollar-for-dollar matching up to 6% of eligible earningsA range of other benefits offered with a holistic emphasis on employee well-beingCompany OverviewElastic builds software to make data usable in real time and at scale for search, logging, security, and analytics use cases. It was founded in 2012, and is headquartered in Mountain View, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.elastic.co.