Field Sales Account Executive - LA or Orange County

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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 a leader in three of the fastest growing aspects of digital transformation - Search, Observability, and Security.  Since being founded in 2012,  we have experienced unprecedented growth which translates into tremendous success for our sales teams.  In FY21, we grew 42% YOY and are working to be a $1 Billion company by 2023.  The commercial segment is the fastest growing business unit in North America. We have a $80 billion target addressable market and thousands of organizations worldwide, including Cisco, eBay, Uber, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, leverage Elastic to power mission-critical systems. We are publicly traded on the NYSE under the symbol ESTC. 

We are searching for a Field Account Executive to expand our current Commercial customer accounts. Our Account Executives are individual contributors, focused on building new business, upselling current customers and securing renewals within accounts of up to 4,000 employees. Partnering with our customers are successfully leveraging Elastic cloud 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:

  • Evangelize the Elastic portfolio across Search, Observability & Security offering for on-prem, cloud and hybrid offerings.
  • Manage the complete and complex sales-cycles often presenting to C-level executives the value and ROI/Business Case of Elastic's solutions
  • Develop your own territory plan and a pipeline that will fuel the ongoing growth of your business enabling you to exceed your quarterly and annual sales quota
  • Identify and qualify new opportunities leveraging your own creativity, inbound lead flow, personal prospecting efforts, contacts, existing accounts and partners
  • Work cross functionally with our sales development, marketing, product and customer service teams to deliver outstanding results
  • Negotiate pricing and contractual terms as required to close the sale
  • Accurately forecast profitable and predictable territory performance and required resources through adherence of our sales process

What You’ll Need To Be Successful

  • 3-5 years' field sales experience in the software industry
  • A track-record of success in selling SaaS subscriptions into net new accounts and expanding current customer base 
  • Ability to align technology solutions to complex, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems
  • Strong ability to demonstrate value proposition & return on investment in complex environments to a wide variety of individuals; technical and/or executive audiences.
  • Track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives
  • Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results
  • Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills
  • Ability to work individually and on a collaborative team in a fast paced and continuously evolving environment

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

The typical starting Total Cash Compensation range for new hires in this role is between $152,700 and $210,000, 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.

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.

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