Strategic Enterprise Account Executive - Bay Area

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Elastic is a search company built on a free and open heritage. Anyone can use Elastic products and solutions to get started quickly and frictionlessly. Elastic offers three solutions for enterprise search, observability, and security, 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 Cisco, eBay, 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 and is publicly traded on the NYSE under the symbol ESTC. Learn more at elastic.co.


Elastic is searching for an Enterprise Account Executive to expand our Enterprise and Strategic customer accounts. The Enterprise Account Executive (AE) will be a key member of the team responsible for providing business leadership and creative direction for Elastic’s most critical customers in Southern California (targeting accounts with more than 4k employees). The AE will build and maintain broad relationships in the account (from developers to executives), source/evolve/close large transactions and lead a cross-functional sales support team. The AE will define a CxO relationship strategy within assigned accounts, including building a strong working relationship with Elastic’s senior leadership team for executive sponsorship, regular business reviews and shaping Observability, Security and Enterprise Search solutions opportunities.

What You Will Be Doing:

  • Experience in large, complex, value-based deal negotiations (direct as well as co-selling with partners) with a consistent track record of quota achievement; MEDDPICC sales methodology; establishing credibility quickly with senior level executives / economic buyers.
  • Initial & ongoing account planning/research, whitespace mapping and sales campaigning / prospecting and ROI business case assembly expertise a must.
  • Responsible for mapping & teaming with all aspects of the customer’s organization, including executives, engineering, IT Operations, InfoSec, business/product owners, legal, procurement and other relevant stakeholders.
  • Ability to earn trusted advisor status via creative thinking, articulating a customer-centric vision and tailored business-outcome based value propositions while generating enthusiasm, to move all business groups to action. 
  • Selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and solution adoption while actively building a ground swell of awareness, interest and solution usage from within the ranks in parallel.
  • Works with all appropriate Elastic resources (Executives, Solution Architecture, Marketing, Partners, Customer Success, Engineering Support, Professional Services) to support customer interests, and will understand how to strongly advocate for their customer while balancing the business needs of Elastic. This includes dotted line responsibility for downstream sales and technical resources that may be geographically distributed.
  • Development of formal case studies & references highlighting tangible business outcomes from Elastic Observability, Security and Enterprise Search solutions usage is core to the role.
  • Strong public speaking and presentation skills required.
What You Bring With You:
  • A bachelor's degree in business or technology or equivalent work experience.
  • Minimum of 10 years experience selling enterprise software (SaaS, Cloud, On-premise) as the account and overall relationship manager
  • Minimum of 5 years experience as primary account manager of large global companies (Fortune 2000).
Bonus Points:
  • Previous experience selling in an Open Source model
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
  • Double your charitable giving - We match up to $1500 (or local currency equivalent)
  • 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 committed to diversity as well as inclusion. We are an equal opportunity employer and committed to the principles of affirmative action. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. If you require any reasonable accessibility support, please complete our Candidate Accessibility Request Form.

Applicants have rights under Federal Employment Laws, view posters linked below:
Family and Medical Leave Act (FMLA) Poster; Equal Employment Opportunity (EEO) Poster; and Employee Polygraph Protection Act (EPPA) Poster.

Please see here for our Privacy Statement.

The typical starting Total Cash Compensation range for new hires in this role is between $219,800 and $302,400, which consists of a Base Salary or a Base Salary plus a Target Commission, depending on the specific role. The Base Salary offered may vary depending on factors including skills and experience.

Additionally, this role is currently eligible to participate in Elastic’s equity plan as well as a range of health & wellbeing, retirement savings, and other benefits within a holistic total rewards offering.

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