Inside Account Executive

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 Elastics 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 driven high-impact Inside Account Executive to accelerate both new business acquisition and expansion. This role partners closely with Account Executives to land new logos grow customers and drive meaningful revenue outcomes.

Youll operate across the full sales cyclefrom pipeline generation through to closewhile helping unlock growth opportunities. If youre passionate about technology thrive in fast-paced environments and want to help customers solve complex challenges through the power of search wed love to hear from you.

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. Confidently present to both Technical and Executive audiences

• 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: > 3 years closing complex 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!