Enterprise Sales Director, Elastic

About Emerald

Emerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit http://www.emeraldx.com.

Elastic is seeking a high-performing Enterprise Sales Director with 5–10 years of experience driving revenue growth within SaaS or enterprise software environments. This role is responsible for owning strategic customer relationships, exceeding revenue targets, and expanding footprint across complex organizations through consultative, value-driven selling.

The ideal candidate combines commercial rigor with executive-level presence, deep operational discipline, and the ability to translate sophisticated technology into measurable business outcomes.

Travel requirement: approximately 30–40%.

Key Responsibilities

Strategic Revenue Ownership & Growth

• Own and consistently exceed annual quota targets across enterprise and strategic accounts

• Drive net-new revenue, account expansion, and long-term customer value

• Operate with a P&L mindset, demonstrating strong budget awareness and commercial prioritization

• Identify market trends, vertical opportunities, and whitespace for expansion

• Develop and execute multi-year account strategies aligned to customer business objectives

Executive Relationship Leadership

• Establish trusted-advisor relationships with C-suite and senior decision makers

• Map complex stakeholder ecosystems, including influencers, champions, blockers, and buying committees

• Navigate enterprise procurement, security, finance, and executive approval processes

• Resolve conflict and manage escalations while protecting long-term partnership value

• Leverage a strong professional network (Rolodex) to accelerate pipeline and deal velocity

Operational Excellence & Forecasting

• Maintain disciplined pipeline management with full transparency and accuracy

• Deliver reliable forecasts across quarterly and annual horizons

• Leverage structured sales methodologies to progress deals efficiently

• Effectively utilize sales and marketing assets to drive conversion and deal quality

• Shorten sales cycles while protecting deal size and strategic positioning

Product & Solution Leadership

• Develop deep expertise in product architecture, capabilities, and differentiation

• Translate technical functionality into compelling business value and ROI narratives

• Position solutions strategically within customer technology ecosystems

Required Experience & Qualifications

• 5–10 years of Enterprise Sales, Strategic Accounts, or Sales Leadership experience in SaaS or enterprise software

• Documented history of meeting or exceeding quotas (multi-year performance preferred)

• Experience selling complex, high-ACV solutions into mid-market and enterprise organizations

• Strong executive-level communication and presentation skills

• Demonstrated ability to manage long, multi-stakeholder sales cycles

• Advanced pipeline management and forecasting discipline

• Comfort operating in competitive, high-growth environments

Preferred Background

• Experience with or selling for or against platforms such as NetSuite, SAP, Adobe, Oracle, Shopify, or similar enterprise ecos