Is the Enterprise Account Executive - Expand - CA role remote?

It's hybrid — Elastic expects some on-site time in San Francisco, CA.

What's the salary range?

Elastic lists $113,300–$179,200 for this role.

How much experience is required?

At least 5 years of relevant experience for this Enterprise Account Executive - Expand - CA role.

Where is the role based?

Elastic is hiring for this position in San Francisco, CA.

What's the tech stack?

Joblaze extracted these technologies from the posting: Cloud, Observability, SaaS, Sales/Marketing, Search AI, security.

What seniority level is this role?

Elastic targets senior candidates for this position.

Is this full-time or contract?

Full-time for this Enterprise Account Executive - Expand - CA role at Elastic.

Enterprise Account Executive - Expand - CA at Elastic

Joblaze summary

The Enterprise Account Executive at Elastic is responsible for driving revenue growth within strategic enterprise accounts by building a robust sales pipeline and closing complex deals. This role requires expertise in SaaS sales, particularly in consumption-based models, along with strong skills in discovery, negotiation, and technical fluency in cloud solutions. Ideal candidates will have a proven track record in enterprise sales, a collaborative mindset, and a passion for open-source technology. Elastic's focus on cross-functional teamwork enhances the potential for impactful customer outcomes.

Joblaze insights

Listed about 4 months ago — first seen on Joblaze May 14, 2026. Last confirmed on Elastic's careers page September 26, 2026.
This exact title is also open at 1 other location at Elastic: California, United States.
Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
Starts above 17% of 186 comparable senior sales/marketing roles in United States that list SaaS we track (median $150,000 across 57 companies). See SaaS salary trends
SaaS appears in 14.8% of 1627 comparable senior sales/marketing roles in United States; Search AI appears in 0.1% of 1627 comparable senior sales/marketing roles in United States.

Quick facts

Is the Enterprise Account Executive - Expand - CA role remote?: It's hybrid — Elastic expects some on-site time in San Francisco, CA.
What's the salary range?: Elastic lists $113,300–$179,200 for this role.
How much experience is required?: At least 5 years of relevant experience for this Enterprise Account Executive - Expand - CA role.
Where is the role based?: Elastic is hiring for this position in San Francisco, CA.
What's the tech stack?: Joblaze extracted these technologies from the posting: Cloud, Observability, SaaS, Sales/Marketing, Search AI, security.
What seniority level is this role?: Elastic targets senior candidates for this position.
Is this full-time or contract?: Full-time for this Enterprise Account Executive - Expand - CA role at Elastic.

From the original posting

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role
Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment.

What You Will Be Doing

Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
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.
Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

What You Bring

Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.

Bonus Points

Prior experience at an open-source or developer‐centric infrastructure company.
Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!

#LI-AM2

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.

$113,300—$179,200 USD

The typical starting Target Variable range for this role is:

$113,200—$179,100 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$226,500—$358,300 USD

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Enterprise Account Executive - Expand - CA

Additional Information - We Take Care of Our People

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