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For Companies At a Glance
- Tasks: Drive revenue growth by managing strategic accounts and closing complex deals.
- Company: Join Elastic, a leading Search AI company transforming data into actionable insights.
- Benefits: Enjoy competitive pay, health coverage, flexible schedules, and generous vacation days.
- Why this job: Be at the forefront of AI technology and make a real impact in the enterprise sector.
- Qualifications: 5+ years in SaaS sales with a proven track record of exceeding targets.
- Other info: Embrace a diverse and inclusive culture that values your unique contributions.
The predicted salary is between 36000 - 60000 ÂŁ per year.
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 is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic FSI 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!
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.
- Competitive pay based on the work you do here and not your previous salary
- Health coverage for you and your family in many locations
- Ability to craft your calendar with flexible locations and schedules for many roles
- Generous number of vacation days each year
- Increase your impact – We match up to $2000 (or local currency equivalent) for financial donations and service
- Up to 40 hours each year to use toward volunteer projects you love
- Embracing parenthood with minimum of 16 weeks of parental leave
Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. 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.
Elasticsearch develops and distributes encryption software and technology subject to U.S. export controls. If you are located in or are a national of Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (DNR), or Luhansk People’s Republic (LNR), 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.
Enterprise Account Executive employer: Referral Board
Contact Detail:
Referral Board Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Account Executive
✨Tip Number 1
Get to know your territory inside out! Research the companies in your area, understand their pain points, and tailor your outreach. This way, when you reach out, you can speak directly to their needs and show them how Elastic can help.
✨Tip Number 2
Don’t just send generic emails or make standard calls. Use a proactive outbound cadence that includes personalised messages. Show them you’ve done your homework and that you genuinely care about solving their problems with Elastic’s solutions.
✨Tip Number 3
When you get the chance to present, make it count! Craft compelling value stories that link Elastic’s capabilities to real business outcomes. Demos should be engaging and relevant—this is your moment to shine and showcase what we can do!
✨Tip Number 4
Collaboration is key! Work closely with our Solutions Architects and Customer Success teams. They can provide insights and support that will help you close those complex deals. Remember, we’re all in this together, so leverage our strengths!
We think you need these skills to ace Enterprise Account Executive
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Enterprise Account Executive role. Highlight your experience with complex deals and how you've driven revenue in previous positions. We want to see how you can bring value to our team!
Showcase Your Storytelling Skills: Since this role involves crafting compelling narratives, include examples of how you've successfully communicated value to clients in the past. We love a good story, especially when it ties back to measurable outcomes!
Be Clear About Your Achievements: Quantify your successes! Use numbers to demonstrate how you've consistently overachieved targets and closed high-value contracts. This helps us see the impact you've made in your previous roles.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you're keen on joining our team!
How to prepare for a job interview at Referral Board
✨Know Your Territory Inside Out
Before the interview, make sure you research the specific territory you'll be managing. Understand the key players, market trends, and potential challenges in that area. This will not only show your initiative but also help you tailor your approach to the role.
✨Master the MEDDPICC Framework
Since this role emphasises deep discovery and qualification, brush up on the MEDDPICC framework. Be prepared to discuss how you've used it in past roles to identify pain points and decision criteria. This will demonstrate your expertise in driving high-confidence deals.
✨Craft Your Value Story
Elastic is all about value storytelling, so come ready with examples of how you've successfully linked product capabilities to measurable business outcomes. Prepare a few tailored narratives that highlight your past successes and how they relate to Elastic’s offerings.
✨Show Off Your Collaborative Spirit
This role requires cross-functional collaboration, so be ready to share examples of how you've worked effectively with other teams in the past. Highlight your ability to partner with Solutions Architects, Customer Success, and Marketing to drive exceptional customer outcomes.
