Commercial Account Executive
Commercial Account Executive
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Job Description
What Is The Role
Elastic the Search AI company is looking for a high-energy Commercial Account Executive to drive net-new revenue and expansion within key Commercial accounts. Youll be the owner of a defined territory where youll 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 collaborationand is critical to our growth in the commercial 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 Elastics 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 discussionsdefend 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 quotacarrying 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 Elastics values of community and openness.
Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic modelbonus if youve sold or advocated in an OSS context.
Bonus Points
Prior experience at an open-source or developercentric infrastructure company.
Familiarity with observability (logs metrics traces) or security analytics (SIEM/XDR) use cases.
If youre driven to build your own pipeline master complex deal cycles and help customers unlock the power of Search AI wed love to talk. Apply today!
#LI-PM1
Required Experience:
IC
Employment Type
Full Time
