Senior Account Executive - Security (R7998)


Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at

Elastic is searching for a Security Enterprise Account Executive to expand our Enterprise and Strategic customer accounts.

Our Security Enterprise Account Executives are overlays to our individual contributors, who are focused on building new business and growing the Elastic Security footprint within accounts of more than 4,000 employees and ensuring our customers are successfully leveraging Elastic Security solutions (SIEM, Security Analytics, Endpoint Security, Cloud Security) solutions across their organization. Are you ready to help users tackle their hardest problems through the power of search? If so, we’d love to hear from you!

What You Will Be Doing:

  • Building awareness and driving demands for Elastic Security solutions within new Enterprise accounts, by acting as player/coach for Regional Enterprise Account Executives and customers derive value from their data sets
  • Work collaboratively with the Elastic Security Specialists SA's on account planning, strategy as well as creative projects that will generate sales leads
  • Serving as an evangelist for our Elastic Security offerings while communicating and demonstrating the capabilities of our commercial features
  • Act as a player/coach to the regional sales team to collaborate and teach the sales team how to successfully sell Elastic Security 
  • Collaborating across Elastic Security Product and Engineerings teams to stay on top of Elastic Security offerings and to build internal relationships to ensure customer success
  • Working thoughtfully with regional sales teams and customers to identify new business opportunities, managing through the sales cycle and closing complex transactions
  • Work with regional teams to reply to customer request for quotes and proposals
  • Act as a player/coach for all customer Elastic Security proof of concept/value engagements
  • Deliver Elastic Security customer whiteboard, roadmap, product presentations and work closely with regional Solutions Architect team to collaborate on Elastic Security demos
  • Work with regional sales leadership to report on team cybersecurity opportunities and participate in team calls
  • Work with Regional Marketing Teams on webinars, workshops, to help drive Elastic Security pipeline

What You Bring With You:

  • 10+ years of high achievement selling enterprise platform solutions into one of the following markets (SIEM, log management, cybersecurity, data analytics, or data management).
  • Ability to adapt, thrive and excel in a fast-moving, nimble environment.
  • A track-record of success selling to CIOs, CISOs, and Enterprise Cybersecurity teams in the Fortune 5000, demonstrated by overachievement of quota and strong customer references
  • Consultative sales approach – ability to challenge companies/businesses to think differently
  • Self-starter able to work independently but also team oriented – work together, win together attitude
  • Success running the entire sales cycle from lead generation to close with a disciplined approach / methodology (MEDDPICC, MEDDIC, Challenger, Sandler, etc)
  • Comfortable in an overlay team selling role working in close collaboration with a Core Sales Team as a partner
  • Strong presentation skills and ability to skillfully interact with technical stakeholders as well as executive decision makers
  • The ability to build relationships and credibility with both internal Regional Enterprise Account Executives and and external Cybersecurity Executives 
  • Work with regional team to deliver predictable and accurate forecasting capabilities using SFDC
  • An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
  • Previous experience selling into the Enterprise accounts included in this territory

Bonus Points:

  • Previous experience selling SIEM, Security Analytics, Endpoint Security, or Cloud Security. 

If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you!

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).  On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).  

The typical starting OTE range for new hires in this role is listed below.  This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:
$135,900$215,100 USD
The typical starting Target Variable range for this role is:
$90,600$143,300 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$226,500$358,300 USD

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

  • 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 minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

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