Note: The job is a remote job and is open to candidates in USA. Elastic is hiring a Senior Services Sales Executive to drive professional services growth across its U.S. Enterprise accounts. The role owns the full services sales cycle, from originating opportunities and shaping engagements to negotiating and closing deals, while partnering with sales, technical, and delivery teams.

Responsibilities

• Own Your Number: Carry and consistently achieve a services bookings quota across a named portfolio of Enterprise accounts. Build and maintain a healthy, stage-accurate pipeline with strong forecast discipline in Salesforce
• Drive New Business: Proactively identify and originate services opportunities within existing accounts and new-to-services logos. You don't wait for the phone to ring—you map whitespace, uncover initiatives, and create demand
• Lead the Full Services Sales Cycle: Run discovery, lead solutioning sessions, develop Statements of Work, structure creative commercial arrangements (T&M, fixed-fee, milestone-based), negotiate terms, and close. You own this process end-to-end
• Sell Complex, Multi-Year Engagements: Architect and sell multi-phase, multi-million dollar programs tied to customers' largest transformation bets—modernization initiatives, platform migrations, security programs, and AI/analytics buildouts
• Activate and Expand Your Network: You bring an established book of executive relationships in the enterprise segment—and you put them to work. From day one, you leverage existing trust with CTOs, CIOs, CISOs, and SVPs of Engineering to open doors, accelerate pipeline, and land early wins. Over time, you deepen those relationships and expand your reach into new stakeholders within the accounts you own
• Partner with the Field: Work side-by-side with Account Executives and Solutions Engineers to co-develop account plans, align on services investment strategies, and present a unified value story to customers. You amplify—not duplicate—the field team. We are not order takers, but rather help shape the larger Elastic strategy with our customers
• Develop Compelling Business Cases: Lead ROI conversations and construct value frameworks that link Elastic's services investments to measurable customer outcomes—reduced time-to-value, improved MTTD/MTTR, lower operational costs, faster platform adoption
• Shape Engagements for Delivery Success: Collaborate with Services Delivery leadership to scope engagements that are both winnable and deliverable. You set your customers and delivery teams up to succeed from day one
• Contribute to Practice Growth: Share field intelligence on buyer patterns, competitive dynamics, and packaging gaps to help Elastic continuously sharpen its services offerings for the Enterprise market

Skills

• 10+ years of quota-carrying professional services sales experience, with consistent attainment selling into enterprise or strategic/global accounts
• You have personally originated and closed multi-million dollar services engagements
• You bring pre-existing executive relationships in the Fortune 500 / enterprise segment—and a track record of converting those relationships into revenue
• Demonstrated experience managing a portfolio of complex, high-stakes accounts—not just renewing, but growing
• You know what it takes to be trusted at the executive level over the long term, and you've done it
• You are fluent in services deal structures—T&M, fixed-fee, managed services, subscription-based delivery models
• You've negotiated Master Services Agreements, SOWs, and custom commercial terms with procurement and legal teams
• You can lead technical scoping conversations
• You don't need to be the deepest engineer in the room, but you can translate customer architecture goals into realistic, well-scoped engagement plans that earn buy-in from both the buyer and the delivery team
• You are comfortable and effective in C-suite conversations
• You ask sharp discovery questions, listen actively, and earn a seat at the table—not just a slot on the agenda
• You build pipeline with intention and manage it rigorously
• You forecast accurately, move deals with urgency, and never let momentum die on the customer's side
• You thrive in a co-selling model
• You know how to align with AEs, SEs, CSMs, and delivery leaders to drive the right outcome for the account—without ego or turf
• You don't need to be an engineer, but you're genuinely curious about how the technology works—and you invest in understanding it
• You'll take the time to learn Elastic's platform, speak credibly about search, observability, and security use cases, and hold your own in conversations with technical buyers to earn you a seat at the table
• Bachelor's degree in a technical or business field
• Experience selling services in the search, observability, security, data analytics, or broader enterprise software space strongly preferred
• Familiarity with cloud platforms (AWS, GCP, Azure) and modern data architectures is a plus
• MBA or similar advanced degree is a plus

Benefits

• Eligible to participate in Elastic's stock program
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• 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
• 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
• Minimum of 16 weeks of parental leave

Company Overview