🛠 Tech Stack

💼 About This Role

You'll own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals for Elastic's Search AI platform. You'll drive net-new revenue and expansion within strategic SLED Enterprise accounts, positioning Elastic as the Search AI platform of choice. This role combines sales execution, technical fluency, and cross-functional collaboration to unlock the power of Search AI.

🎯 What You'll Do

• Develop and execute proactive outbound cadence to generate 50%+ of booked opportunities.
• Uncover pain, budget, and decision criteria using MEDDPICC framework.
• Craft tailored value stories and live demos mapping Elastic capabilities to measurable outcomes.
• Collaborate with customers to build formal close plans and maintain 90%+ forecast accuracy.

📋 Requirements

• 5+ years closing complex SLED Enterprise deals in a consumption-based model.
• Demonstrated ability to apply MEDDPICC or equivalent frameworks.
• Track record of delivering executive-level presentations and demos tied to business outcomes.
• History of landing multi-year, high-ACV contracts while protecting margin.

✨ Nice to Have

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

🎁 Benefits & Perks

• 💰 Base salary plus variable component with typical OTE range $226,500 - $358,300
• 📈 Stock program eligibility
• 🏦 Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• 🏖️ Comprehensive benefits with holistic emphasis on employee well-being
• 🏢 Distributed company culture supporting work-life balance

📨 Hiring Process

Estimated timeline: 2-4 weeks · AI estimate

1. 1Phone Screen· 30 min
2. 2Technical Interview· 45 min
3. 3Hiring Manager Interview· 60 min