Territory Account Executive

About the role

Elastic is seeking a General Business Territory Account Executive focused on Emerging and Growth Accounts across the United States. In this role, you will own the end-to-end sales cycle within a clearly defined set of high potential accounts, acting as the primary business owner for their Elastic journey. You will be responsible for building long term strategic relationships, identifying latent needs, and ensuring customers derive substantial business value from the Elastic Search AI Platform. Your creativity and innovation will be essential in developing tailored strategies that unlock new use cases and drive expansion. You will evangelize Elastic's latest innovations, including GenAI, Vector Search, Security, and Observability, to influence modern data strategies. Ultimately, you will partner with customers to secure, grow, and retain their business within your assigned territory.

Key facts

What you'll do

• Building awareness and driving demand for Elastic solutions within a defined set of accounts by developing and executing a tailored territory strategy and partner plan to understand needs and grow spend.
• Serving as an evangelist for Elastic technology by leading with innovative offerings such as GenAI, Vector Search, Security, and Observability to articulate clear business outcomes.
• Identifying and qualifying new opportunities within existing accounts by leveraging creative approaches, inbound lead flow, personal prospecting efforts, key contacts, and strategic partnerships.
• Collaborating cross-functionally with Sales Development, Marketing, Partner, Product, and Customer Service teams to deliver outstanding results and cohesive customer experiences.
• Working thoughtfully with customers to uncover new business opportunities, managing them through the complex sales cycle, and closing strategic transactions.
• Building a robust business plan for each account by utilizing tools like Salesforce, Clari, Outreach, and ZoomInfo to track engagement, pipeline, and health metrics.
• Establishing deep relationships with executive and technical stakeholders to influence buying decisions and champion Elastic as the core platform for Search AI.
• Translating customer business challenges into compelling value propositions that demonstrate the ROI of Elastic's data and security capabilities.
• Maintaining precise forecasting discipline by providing accurate weekly, monthly, and quarterly pipeline updates aligned with company targets.
• Acting as the primary point of contact for customer escalations, ensuring issues are resolved efficiently and satisfaction is consistently high.
• Partnering with Customer Success to develop adoption plans that drive retention, expansion, and long term loyalty within your accounts.
• Documenting all customer interactions, insights, and competitive intelligence to inform ongoing strategy and future selling motions.
• Contributing feedback from the field to product and marketing teams to influence roadmap priorities and messaging refinement.
• Proactively researching market trends, competitive activity, and industry best practices to maintain thought leadership in your territory.

Requirements

• 2-3 years of sales experience in the software industry preferred.
• A track record of success in selling SaaS subscriptions leveraging a sales methodology that has led you to excel in growing and managing current and net new customers and use cases.
• Ability and demonstrated success in forecasting weekly, monthly, and quarterly with consistent accuracy.
• Passion for building new customer relationships and working cross-functionally within a diverse team to deliver outstanding results.
• Technologically adept with strong business acumen and outstanding communication, negotiation, and presentation skills.
• This role will preferably be based out of Austin, Texas covering accounts across the United States.

Practical notes

The role represents a significant opportunity for a self-driven sales professional who is motivated to build sustainable pipelines, master complex enterprise deal cycles, and help customers harness the power of Search AI to transform their businesses. If you thrive in an environment where ownership, strategic thinking, and data driven decision making are paramount, this position is an ideal fit. Success in this role will be measured by your ability to grow revenue, expand footprint, and maintain high levels of customer satisfaction within your assigned territory. You will be expected to adhere to strict forecasting standards, maintain organized account plans, and collaborate seamlessly with internal stakeholders to ensure cohesive execution. The ideal candidate will bring a consultative approach to every interaction, balancing technical understanding with commercial acumen to drive long term value. This position requires resilience, adaptability, and a genuine commitment to exceeding customer expectations in every interaction.