Senior Enterprise Account Manager

<p>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.</p><p><strong>What Is The Role</strong></p> <p>Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within one of our most Strategic Enterprise Accounts. You’ll be the owner of this Strategic account where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the EMEA Central Enterprise segment.</p> <p><strong>What You Will Be Doing</strong></p> <ul> <li>Own and drive the Focus account strategy, acting as the trusted advisor and thought leader for the customer</li> <li>Build and execute an account plan, a long-term growth plan, leveraging Elastic’s Search AI platform to solve real business challenges.</li> <li>Develop and nurture executive relationships, influence decision-making, and drive customer success.</li> <li>Lead cross-functional teams (Sales Engineering, Customer Architecture, Product, Partner and Services) to deliver value and innovation.</li> <li>Continuously optimize account strategy based on feedback, performance metrics, and evolving customer needs.</li> <li>Demonstrate a growth mindset: proactively seek new opportunities, learn from setbacks, and adapt to change.</li> <li>Model a leader mindset: inspire others, drive alignment, and foster a culture of collaboration and accountability.</li> </ul> <p><strong>What You Bring</strong></p> <ul> <li>Proven experience managing and growing strategic enterprise accounts, ideally in software/SaaS.</li> <li>Expert discovery &amp; qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.</li> <li>Strong leadership skills: able to set vision, influence others, and drive execution.</li> <li>Growth mindset: curious, resilient, and always looking for ways to improve and innovate.</li> <li>Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.</li> <li>Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.</li> <li>Technical &amp; cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.</li> <li>Collaborative mindset &amp; coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.</li> <li>Native German speaker</li> </ul> <p><strong>Bonus Points</strong></p> <ul> <li>Prior experience at an open-source or developer‐centric infrastructure company.</li> <li>Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.</li> </ul> <p>If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!</p><h2><strong>Additional Information - We Take Care of Our People</strong></h2> <p>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.</p> <p>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.</p> <ul> <li>Competitive pay based on the work you do here and not your previous salary</li> <li>Health coverage for you and your family in many locations</li> <li>Ability to craft your calendar with flexible locations and schedules for many roles</li> <li>Generous number of vacation days each year</li> <li>Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service</li> <li>Up to 40 hours each year to use toward volunteer projects you love</li> <li>Embracing parenthood with minimum of 16 wee