Enterprise Account Executive
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Key skills for this role
About the Role
Elastic seeks a Senior Account Executive to expand its footprint in targeted accounts. You will own the full sales cycle, drive adoption of AI-powered search, observability, and security solutions, and build relationships with technical and executive stakeholders.
Key Skills for This Role
Responsibilities
- Own the full sales cycle from cold outreach to close, focused on acquiring new logos
- Drive adoption of Elastic's AI powered search, observability, and security solutions
- Position Elastic as the Search AI platform, speaking fluently about cloud economics and usage based pricing
- Develop comprehensive business plans leveraging community, customer, and partner ecosystems
- Proactively identify new opportunities and manage complex sales cycles
- Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC
- Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps
Requirements
- Proven track record in SaaS subscription sales in large strategic accounts
- Experience with new logo acquisition
- Ability to discuss technical topics including security, observability, and cloud cost optimization
- Strong executive negotiation and closing skills
- Accurate sales forecasting skills
Full Job Posting
Role Overview
- Elastic, the Search Analytics company, is seeking a dynamic Account Executive.
- To excel, you need a blend of high level technical curiosity and the gravitas of a value based seller.
- We are seeking a Senior Account Executive dedicated to expanding Elastic's footprint across targeted accounts.
Key Responsibilities
- Own the full sales cycle—from cold outreach to close—focused entirely on acquiring new logos in an assigned territory.
- Drive Adoption: Fuel the adoption of Elastic’s AI powered search solutions, Observability and Security solutions within new Mid Market accounts.
- Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics.
- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage based pricing, and modern data architectures.
- Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
- Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open Source offerings.
- Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
- Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
- Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
- Cross functional partnership: Work hand in glove with Solutions Architects, Customer Success, Marketing, and RevOps.
Qualifications
- Proven Track Record: Success in SaaS subscription sales in large strategic accounts, across enterprise and Public Sector, evidenced by overachievement.
- Mindset: Pure focus on acquiring new logos with a record to prove it.
- Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities to measurable business outcomes.
- Executive negotiation & closing: Lead high stakes contract and pricing discussions.
- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
- Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
- Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills.
- Ability to create alignment across teams to accelerate deals.
- AI Mindset: Use new technologies for performance advantage and deal structuring.
- Open Source Appreciation: Enthusiasm for the Open Source model and the community relying on our solutions.
Benefits
- Competitive pay based on the work you do here and not your previous salary.
- Health coverage for you and your family in many locations.
- Ability to craft your calendar with flexible locations and schedules for many roles.
- Generous number of vacation days each year.
- Increase your impact We match up to $2000 (or local currency equivalent) for financial donations and service.
- Up to 40 hours each year to use toward volunteer projects you love.
- Embracing parenthood with a minimum of 16 weeks of parental leave.
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