Enterprise Account Executive - Expand - CA

📋 Description

• Own your territory; build pipeline via proactive outbound cadence (email, calls, social).
• Deep discovery using MEDDPICC to uncover pain, impact, budget, criteria.
• Value storytelling & demos: Tailored narratives mapping Elastic to outcomes.
• Mutual deal strategy & forecast accuracy: Build close plans and keep CRM current.
• Executive negotiation & closing: Lead high-stakes pricing discussions and multi-year commitments.
• Domain & cloud acumen: Speak about cloud economics, pricing, and data architectures.

🎯 Requirements

• Proven SaaS quota-carrying success: 5+ years closing enterprise deals in consumption models.
• Expert discovery & qualification: Apply MEDDPICC to drive disciplined pipeline.
• Value storytelling & exec demos: Present outcomes tied to dollars saved or revenue gained.
• Strong negotiation chops: Close multi-year, high-ACV deals while protecting margin.
• Technical & cloud fluency: Discuss observability, security analytics, and cloud cost optimization.
• Collaborative mindset & coachability: Partner with internal teams and embody Elastic values.

🎁 Benefits

• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous vacation days each year
• We match donations up to $2000 for charitable contributions
• Up to 40 hours per year to volunteer on projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave