Enterprise Account Executive - Expand - CA
Drive net-new revenue and expansion within strategic Enterprise accounts as an Enterprise Account Executive at Elastic.
Posted by employer 3 months ago
First seen on Joblaze 3 months ago
Last verified on the company career page 13 hours ago
AI in the day-to-day
Elastic enables everyone to find answers in real time using all their data, leveraging AI capabilities.
Requirements
- Experience
- 5+ years
Not disclosed in this posting: visa sponsorship.
Benefits
Joblaze summary
The Enterprise Account Executive at Elastic is responsible for driving revenue growth within strategic accounts by building a robust sales pipeline and closing complex deals. This role requires a strong command of SaaS sales, particularly in a consumption-based model, along with skills in technical storytelling and negotiation. Ideal candidates will have over five years of experience in enterprise sales, demonstrating a track record of exceeding quotas and effectively collaborating with cross-functional teams. Elastic's focus on Search AI and its commitment to open-source principles make this position particularly suited for those passionate about innovative technology.
Joblaze insights
- Listed about 3 months ago — first seen on Joblaze June 26, 2026. Last confirmed on Elastic's careers page September 29, 2026.
- This exact title is also open at 1 other location at Elastic: San Francisco, CA.
- Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
- Starts above 16% of 185 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 1620 comparable senior sales/marketing roles in United States; Observability appears in 1.3% of 1620 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 California, United States.
- 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 California, United States.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI, Cloud, Observability, SaaS, Sales, 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
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Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
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Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
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Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
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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 %.
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Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
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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.
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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
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Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
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Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
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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.
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Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
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Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
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Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
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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
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Prior experience at an open-source or developer‐centric infrastructure company.
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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.
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.
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