Enterprise Account Executive Pursuit Bay Area, CA or Dallas, TX

Overview

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.

Responsibilities

• 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.

Qualifications

Bonus Points

Compensation & Benefits

The compensation for this role is base salary plus a variable component, forming On-Target Earnings (OTE). OTE is based on a 50 / 50 base salary to target variable mix. The typical starting ranges are provided below and may be adjusted in the future depending on factors such as location, experience, and qualifications.

The typical starting salary range for this role is : $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

Elastic believes employees should share in the value created. In addition to cash compensation, this role is eligible to participate in Elastic's stock program. The 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 focused on well-being.

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Elastic is an equal opportunity employer and is committed to an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity or perception, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by law.

We strive to have parity of benefits across regions. For accommodation requests during the application process, please email candidate_accessibility@elastic.co. We will reply within 24 business hours of submission. Applicants have rights under Federal Employment Laws; see the related posters linked in our Privacy Statement.

Elasticsearch exports and related laws may apply to candidates located in certain countries. If you are located in or are a national of one of the listed regions, an export license may be required as a condition of employment. National origin or nationality does not affect eligibility for employment with Elastic. See our Privacy Statement for details.

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