Elastic
Services Account Executive (Strategic Accounts)
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. 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 accelerate results that matter. By leveraging all structured and unstructured data, securing and protecting information, Elastic’s cloud‑based solutions for search, security, and observability help organizations deliver on the promise of AI.
What Is The Role Elastic’s Professional Services team works across all of our technologies to deliver solutions for customers. As a Services Account Executive you will own the customer’s Services journey from pre‑sales to launch, building trusted relationships with C‑level sponsors. The role focuses on large strategic market segments and requires close partnership with Sales, Pre‑Sales, VP’s of Sales, and the Services team.
What You Will Be Doing
Complete Elastic training and become an authority in our consulting methodologies and practices
Evangelise Elastic’s ability to deliver business outcomes and our delivery methodology to customers
Apply industry expertise and business insight to understand a customer's motivation, business drivers, strategic goals, and desired outcomes
Engage customers, especially C‑Level, using a consultative selling approach that positions Elastic and you as a long‑term trusted advisor
Create a compelling vision and clearly communicate transformative solutions to generate significant business value from the customer's investment in the Elastic Stack
Exceed growth and bookings targets, ensure organisational health, and drive customer satisfaction
Develop and lead a territory plan and a personalised account plan for each customer, aligning with their business goals
Forecast accurately and timely, build a pipeline, and progress opportunities to deliver YOY growth
Form strong relationships with Sales, Customer Success, and regional Alliances/Partner organizations to support success in a co‑sell model
Be an integral part of hiring and mentoring new Services Sales Partners
Contribute to enhancing our delivery methodology, services practice, and industry POVs
What You Will Bring
10+ years of consultative sales experience with a proven record of consistently exceeding quota
5+ years of experience selling and/or delivering professional services for a strategic consulting firm, large‑scale system integrator, or professional services unit within a software company
Demonstrated ability to develop and maintain C‑level relationships as a trusted advisor
Experience growing accounts with large and complex pursuits ($M+)
Highly collaborative and excels in a complex, matrixed environment
Experience creating outstanding responses to functional and technical elements of RFIs/RFPs
Project/account management experience
Team player with strong interpersonal skills
Ability to thrive in a fast‑paced, dynamic environment
Leadership Qualities:
PASSION – Passionate about Customer Success
BEGINNER’S MIND – Always learning, open‑minded, great listener, hands‑on
THOUGHT LEADER – Strong point of view, executive presence, confident but not arrogant, great storyteller
URGENCY – Move fast and deliver business value and results
TEAM PLAYER – A great teammate everyone enjoys working with, generous heart
TRUST – Uphold company core values and build trust with stakeholders
ADAPTABLE – Excels in high uncertainty
Compensation Compensation for this role is base salary plus a variable component, together comprising the On‑Target Earnings (OTE). OTE is based on an 80/20 pay mix (base / variable). The typical starting OTE range for new hires is $165,800–$262,300 USD. The base salary range is $149,300–$236,100 USD and the target variable range is $16,500–$26,200 USD.
Benefits
Competitive pay based on the work you do here, not your previous salary
Health coverage for you and your family in many locations
Flexibility to craft your calendar with flexible locations and schedules for many roles
Generous vacation days each year
Match up to $2,000 (or local currency equivalent) for financial donations and service
Up to 40 hours a year toward volunteer projects you love
Minimum 16 weeks of parental leave and full support for parenting
Equal Employment Opportunity Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all applicants. To request an accommodation during the application or recruiting process, please email candidate_accessibility@elastic.co. We will reply within 24 business hours.
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What Is The Role Elastic’s Professional Services team works across all of our technologies to deliver solutions for customers. As a Services Account Executive you will own the customer’s Services journey from pre‑sales to launch, building trusted relationships with C‑level sponsors. The role focuses on large strategic market segments and requires close partnership with Sales, Pre‑Sales, VP’s of Sales, and the Services team.
What You Will Be Doing
Complete Elastic training and become an authority in our consulting methodologies and practices
Evangelise Elastic’s ability to deliver business outcomes and our delivery methodology to customers
Apply industry expertise and business insight to understand a customer's motivation, business drivers, strategic goals, and desired outcomes
Engage customers, especially C‑Level, using a consultative selling approach that positions Elastic and you as a long‑term trusted advisor
Create a compelling vision and clearly communicate transformative solutions to generate significant business value from the customer's investment in the Elastic Stack
Exceed growth and bookings targets, ensure organisational health, and drive customer satisfaction
Develop and lead a territory plan and a personalised account plan for each customer, aligning with their business goals
Forecast accurately and timely, build a pipeline, and progress opportunities to deliver YOY growth
Form strong relationships with Sales, Customer Success, and regional Alliances/Partner organizations to support success in a co‑sell model
Be an integral part of hiring and mentoring new Services Sales Partners
Contribute to enhancing our delivery methodology, services practice, and industry POVs
What You Will Bring
10+ years of consultative sales experience with a proven record of consistently exceeding quota
5+ years of experience selling and/or delivering professional services for a strategic consulting firm, large‑scale system integrator, or professional services unit within a software company
Demonstrated ability to develop and maintain C‑level relationships as a trusted advisor
Experience growing accounts with large and complex pursuits ($M+)
Highly collaborative and excels in a complex, matrixed environment
Experience creating outstanding responses to functional and technical elements of RFIs/RFPs
Project/account management experience
Team player with strong interpersonal skills
Ability to thrive in a fast‑paced, dynamic environment
Leadership Qualities:
PASSION – Passionate about Customer Success
BEGINNER’S MIND – Always learning, open‑minded, great listener, hands‑on
THOUGHT LEADER – Strong point of view, executive presence, confident but not arrogant, great storyteller
URGENCY – Move fast and deliver business value and results
TEAM PLAYER – A great teammate everyone enjoys working with, generous heart
TRUST – Uphold company core values and build trust with stakeholders
ADAPTABLE – Excels in high uncertainty
Compensation Compensation for this role is base salary plus a variable component, together comprising the On‑Target Earnings (OTE). OTE is based on an 80/20 pay mix (base / variable). The typical starting OTE range for new hires is $165,800–$262,300 USD. The base salary range is $149,300–$236,100 USD and the target variable range is $16,500–$26,200 USD.
Benefits
Competitive pay based on the work you do here, not your previous salary
Health coverage for you and your family in many locations
Flexibility to craft your calendar with flexible locations and schedules for many roles
Generous vacation days each year
Match up to $2,000 (or local currency equivalent) for financial donations and service
Up to 40 hours a year toward volunteer projects you love
Minimum 16 weeks of parental leave and full support for parenting
Equal Employment Opportunity Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all applicants. To request an accommodation during the application or recruiting process, please email candidate_accessibility@elastic.co. We will reply within 24 business hours.
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