Enterprise Account Executive - Expand - CA or TX

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

Bonus Points

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.

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

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.

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating 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 perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co .We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below : Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions : Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People's Republic ("DNR"), and the Luhansk People's Republic ("LNR"). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and / or nationality do not affect eligibility for employment with Elastic.

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