California Licensed Enterprise Account Executive

Job Summary

Driving net-new revenue and expansion within strategic Enterprise accounts, the full-time California Licensed Enterprise Account Executive will own a defined territory, build a pipeline, and close complex, multi-stakeholder deals in a consumption-based model while collaborating cross-functionally.

Key responsibilities

• Own territory and build pipeline through proactive outreach to generate opportunities
• Conduct deep discovery and qualification to identify high-confidence deals using frameworks like MEDDPICC
• Deliver tailored narratives and demos that connect Elastic's capabilities to measurable business outcomes

Required qualifications

• 5+ years of proven success in closing complex Enterprise SaaS deals, consistently exceeding targets
• Expertise in discovery and qualification frameworks, particularly MEDDPICC
• Strong track record of delivering executive-level presentations and securing high-ACV contracts
• Technical fluency in cloud economics, observability, and security analytics
• Collaborative mindset with a genuine appreciation for open-source communities