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

Elastic is building a top-tier Strategic Enterprise sales team, and this role sits at the center. This is not a development role, a coverage role, or a stepping stone. It is built for enterprise sellers who consistently win in large, complex environments.

STRAT AEs at Elastic operate as business owners. A small number of named, high-impact accounts. Clear accountability. Measurable outcomes. The work is demanding by design!

What You Will Be Doing

Build Elastic into a strategic platform across search, observability, and security within each assigned account.
The role focuses on long-term account strategy, disciplined execution, and influence across technical and executive stakeholders. Progress is measured through net-new use cases, platform expansion, and sustained, multi-year growth.
End-to-end strategy and execution across named enterprise accounts—from multi-year planning and executive alignment through opportunity creation and deal closure. Sales cycles are long, technical, and multi-threaded.
Strong platform selling, clear value articulation, and commercial negotiation are core expectations. Close partnership with Sales Engineering, Product, Partners, and Leadership is constant, with full ownership of results!
Elastic’s open source foundation is central to the motion. Community adoption, developer credibility, and platform scale drive enterprise impact—and translating that into revenue matters.

What You Bring

A documented history of outperforming quota in complex enterprise environments is required. Experience selling SaaS or platform solutions across multiple buying centers is expected.
Credibility with technical teams and senior executives is essential. Pipeline discipline, forecasting accuracy, and comfort operating in Salesforce are baseline requirements.
Backgrounds vary. Standards do not. Curiosity, resilience, and competitive drive matter more than logos or tenure.

Bonus Points

Experience with open source-led platforms, partner-driven ecosystems, or global named accounts is a plus. Performance outweighs pedigree every time.

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 60/40 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.

The typical starting salary range for this role is:

$170,000—$268,800 USD

The typical starting Target Variable range for this role is:

$113,200—$179,100 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$283,200—$447,900 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 encryption software and technology that is subject to U.S. 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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.

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Global Account Manager - Seattle

Job Description