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 hiring a Security Sales Executive to drive adoption of our Elastic Security solutions across Enterprise and Strategic accounts.
This is a specialist overlay role, partnering with our core Enterprise Account Executives to expand the Elastic Security footprint across our customer base. You’ll help customers maximize the value of our SIEM, Security Analytics, Endpoint Security, and Cloud Security offerings.
If you're passionate about solving hard security problems through the power of search, we’d love to hear from you!
Please Note: This role will only consider candidates who live in California or Pacific Northwest territories.
What You Will Be Doing
- Driving demand and building awareness of Elastic Security within Enterprise accounts by partnering with Regional Enterprise Account Executives (AEs) and customers.
- Collaborating with Elastic Security Specialist SAs on account strategy, planning, and creative programs to generate qualified pipeline.
- Evangelizing Elastic Security by communicating our unique value and demonstrating our commercial features across SIEM, endpoint, and cloud security use cases.
- Acting as a player/coach, mentoring Regional AEs on how to effectively position and sell Elastic Security.
- Working closely with Security Product and Engineering teams to stay current on offerings and advocate for customer needs.
- Identifying, developing, and closing new business opportunities—leading the full sales cycle for security-focused opportunities in your region.
- Supporting regional teams with responses to RFPs, RFIs, and quote requests as they relate to Elastic Security.
- Leading Elastic Security proof-of-concept and proof-of-value engagements with customers.
- Delivering compelling presentations, whiteboard sessions, product roadmaps, and working alongside Solutions Architects to showcase Elastic Security demos.
- Partnering with regional leadership to track and report on cybersecurity pipeline and deal progression.
- Supporting regional marketing with webinars, workshops, and security-focused events to drive pipeline generation.
What You Bring
- 5+ years of experience selling enterprise platform solutions in SIEM, log management, cybersecurity, data analytics, or data management.
- Proven ability to thrive in a fast-paced, dynamic environment.
- Track record of success selling to CIOs, CISOs, and cybersecurity teams in the Fortune 500, with strong references and quota overachievement.
- A consultative, challenger-oriented sales approach that helps customers rethink their approach to security and data.
- Strong ability to work independently while maintaining a collaborative, team-first mindset.
- Mastery of a structured sales methodology (e.g., MEDDPICC, MEDDIC, Challenger, Sandler).
- Experience in an overlay role, collaborating closely with core sales teams as a trusted partner.
- Excellent presentation and communication skills; able to engage both technical users and executive stakeholders.
- Ability to build internal trust and alignment with core AEs while also establishing credibility with customer cybersecurity leaders.
- Proficiency with Salesforce (SFDC) and a disciplined approach to forecasting and pipeline management.
- Appreciation for the open source model and the community of practitioners who rely on Elastic every day.
- Prior experience engaging Enterprise customers within the assigned territory.
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:
$135,900—$215,100 USD
The typical starting Target Variable range for this role is:
$90,600—$143,300 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$226,500—$358,300 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.
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