Elastic
Emerging Enterprise Account Executive, West
$94K–$299K
California, United States +1 · Full-time · Posted Sep 10, 2026
- Location
- California, United States
United States - Experience
- 5+ years.
- Visa sponsorship
- An export license may be required as a condition of employment for applicants located in or nationals of specified sanctioned countries and regions.
About the job
Own a West territory to generate new business and expand strategic enterprise accounts by selling Elastic’s Search AI platform and closing complex, consumption-based deals.
What you'll do
- Build pipeline through proactive outbound prospecting, qualify opportunities, and maintain accurate forecasts.
- Deliver tailored presentations and demos, lead customer deal strategies and negotiations, and close multi-year consumption commitments.
- Partner with Solutions Architects, Customer Success, Marketing, and RevOps to advance deals and customer outcomes.
What they ask for
- 5+ years closing complex Enterprise deals and consistently exceeding targets in a consumption-based or usage-model environment.
- Demonstrated ability to use MEDDPICC or equivalent qualification frameworks.
- Track record of executive-level presentations and demos tied to business outcomes.
- Experience negotiating multi-year, high-ACV contracts and fluency in technical topics including observability, security, search, and cloud cost optimization.
Nice to have
- Experience at an open-source or developer-centric infrastructure company.
- Familiarity with observability or security analytics use cases.
Pay
$94,400 — $149,400 USD base salary; $94,400 — $149,300 USD target variable; $188,800 — $298,700 USD total On-Target Earnings (OTE)
Tools
MEDDPICC, Search, Observability, Security, vector/traditional search, cloud cost optimization, CRM, SIEM/XDR
AI focus
Sell Elastic’s Search AI platform and explain how its search, observability, and security capabilities support customer outcomes.
Model-written summary · the original posting is authoritative