About the role
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 — Elastic's complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.
What Is The Role
At Elastic, we believe that search is more than just a box—it's a way to solve the world's most complex data challenges. As a Senior Services Sales Executive for our Enterprise Accounts segment, you will be the primary driver of professional services growth across our highest-value relationships across our Enterprise business in the U.S. This is a quota-carrying sales role: you own the full services sales cycle—from pipeline origination through commercial close—across a portfolio of Global 500 and industry-leading accounts.
You are not just a trusted advisor; you are a closer. You arrive with an established network of senior relationships in the enterprise segment—and you know how to activate them. You translate executive credibility and long-standing trust into pipeline, navigate complex organizational dynamics, and convert ambitious customer goals into scoped, commercially sound multi-million dollar engagement programs. You partner closely with Account Executives and Solutions Engineers to embed services as a strategic pillar of every account plan, and you work hand-in-hand with our delivery leaders to ensure what you sell lands with exceptional outcomes.
What You Will Be Doing
- Own Your Number: Carry and consistently achieve a services bookings quota across a named portfolio of Enterprise accounts. Build and maintain a healthy, stage-accurate pipeline with strong forecast discipline in Salesforce.
- Drive New Business: Proactively identify and originate services opportunities within existing accounts and new-to-services logos. You don't wait for the phone to ring—you map whitespace, uncover initiatives, and create demand.
- Lead the Full Services Sales Cycle: Run discovery, lead solutioning sessions, develop Statements of Work, structure creative commercial arrangements (T&M, fixed-fee, milestone-based), negotiate terms, and close. You own this process end-to-end.
- Sell Complex, Multi-Year Engagements: Architect and sell multi-phase, multi-million dollar programs tied to customers' largest transformation bets—modernization initiatives, platform migrations, security programs, and AI/analytics buildouts.
- Activate and Expand Your Network: You bring an established book of executive relationships in the enterprise segment—and you put them to work. From day one, you leverage existing trust with CTOs, CIOs, CISOs, and SVPs of Engineering to open doors, accelerate pipeline, and land early wins. Over time, you deepen those relationships and expand your reach into new stakeholders within the accounts you own.
- Partner with the Field: Work side-by-side with Account Executives and Solutions Engineers to co-develop account plans, align on services investment strategies, and present a unified value story to customers. You amplify—not duplicate—the field team. We are not order takers, but rather help shape the larger Elastic strategy with our customers.
- Develop Compelling Business Cases: Lead ROI conversations and construct value frameworks that link Elastic's services investments to measurable customer outcomes—reduced time-to-value, improved MTTD/MTTR, lower operational costs, faster platform adoption.
- Shape Engagements for Delivery Success: Collaborate with Services Delivery leadership to scope engagements that are both winnable and deliverable. You set your customers and delivery teams up to succeed from day one.
- Contribute to Practice Growth: Share field intelligence on buyer patterns, competitive dynamics, and packaging gaps to help Elastic continuously sharpen its services offerings for the Enterprise market.
The typical starting salary range for this role is:
$132,700—$209,900 USD
The typical starting Target Variable range for this role is:
$33,100—$52,400 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$135,700—$214,700 USD
Additional Information - We Take Care of Our People
As a distributed company, diversity drives our identity. Whether you're looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn't matter if you're just out of college or your children are; we need you for what you can do.
We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.
- Competitive pay based on the work you do here and not your previous salary
- Health coverage for you and your family in many locations
- Ability to craft your calendar with flexible locations and schedules for many roles
- Generous number of vacation days each year
- Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
- Up to 40 hours each year to use toward volunteer projects you love
- Embracing parenthood with minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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 individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries' export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
Please see here for our Privacy Statement.
Requirements
What You Bring
- A Proven Services Sales Track Record: 10+ years of quota-carrying professional services sales experience, with consistent attainment selling into enterprise or strategic/global accounts. You have personally originated and closed multi-million dollar services engagements.
- An Established Network You Can Activate: You bring pre-existing executive relationships in the Fortune 500 / enterprise segment—and a track record of converting those relationships into revenue. You don't need to spend your first year earning introductions; you arrive ready to open conversations and move deals.
- Strategic Account Depth: Demonstrated experience managing a portfolio of complex, high-stakes accounts—not just renewing, but growing. You know what it takes to be trusted at the executive level over the long term, and you've done it.
- Commercial Sophistication: You are fluent in services deal structures—T&M, fixed-fee, managed services, subscription-based delivery models. You've negotiated Master Services Agreements, SOWs, and custom commercial terms with procurement and legal teams.
- Solutioning Credibility: You can lead technical scoping conversations. You don't need to be the deepest engineer in the room, but you can translate customer architecture goals into realistic, well-scoped engagement plans that earn buy-in from both the buyer and the delivery team.
- Executive Presence: You are comfortable and effective in C-suite conversations. You ask sharp discovery questions, listen actively, and earn a seat at the table—not just a slot on the agenda.
- Pipeline Discipline: You build pipeline with intention and manage it rigorously. You forecast accurately, move deals with urgency, and never let momentum die on the customer's side.
- Field Collaboration: You thrive in a co-selling model. You know how to align with AEs, SEs, CSMs, and delivery leaders to drive the right outcome for the account—without ego or turf.
- Curiosity for the Technology: You don't need to be an engineer, but you're genuinely curious about how the technology works—and you invest in understanding it. You'll take the time to learn Elastic's platform, speak credibly about search, observability, and security use cases, and hold your own in conversations with technical buyers to earn you a seat at the table.
- Domain Relevance: Experience selling services in the search, observability, security, data analytics, or broader enterprise software space strongly preferred. Familiarity with cloud platforms (AWS, GCP, Azure) and modern data architectures is a plus.
- Educational Background: Bachelor's degree in a technical or business field. MBA or similar advanced degree is a plus.
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 80/20 pay mix (base salary / target variable).
The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.