The opportunity
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…
What you'll do
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 Elastic’s 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 discussions—defend 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.
What they're looking for
- Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
- Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
- Demonstrated track record of selling enterprise software into Federal: Civilian agencies, specifically the Social Security Administration (SSA) or Federal Financial Regulatory Agencies.
- Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
