[Hiring] Senior Services Sales Executive @Elastic

Role Description

At Elastic, we believe that search is more than just a box—it's a way to solve the world's most complex data challenges. As a Senior Services Sales Executive for our Strategic Accounts segment, you will be the primary driver of professional services growth across our highest-value relationships in the Americas West. This is a quota-carrying sales role: you own the full services sales cycle—from pipeline origination through commercial close—across a portfolio of Global 500 and industry-leading accounts.

You are not just a trusted advisor; you are a closer. You arrive with an established network of senior relationships in the strategic segment—and you know how to activate them. You translate executive credibility and long-standing trust into pipeline, navigate complex organizational dynamics, and convert ambitious customer goals into scoped, commercially sound multi-million dollar engagement programs. You partner closely with Account Executives and Solutions Engineers to embed services as a strategic pillar of every account plan, and you work hand-in-hand with our delivery leaders to ensure what you sell lands with exceptional outcomes.

What You Will Be Doing

• Own Your Number: Carry and consistently achieve a services bookings quota across a named portfolio of Strategic 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 strategic 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.
• 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 Strategic market.

Qualifications

• 10+ years of quota-carrying professional services sales experience, with consistent attainment selling into enterprise or strategic/global accounts.
• Pre-existing executive relationships in the Global 500 / strategic segment.
• Demonstrated experience managing a portfolio of complex, high-stakes accounts.
• Fluency in services deal structures—T&M, fixed-fee, managed services, subscription-based delivery models.
• Ability to lead technical scoping conversations.
• Comfortable and effective in C-suite conversations.
• Build pipeline with intention and manage it rigorously.
• Thrive in a co-selling model.
• Genuine curiosity about technology.
• Experience selling services in the search, observability, security, data analytics, or broader enterprise software space strongly preferred.
• Bachelor's degree in a technical or business field; MBA or similar advanced degree is a plus.

Requirements

• Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).
• Typical starting OTE range for new hires in this role is $165,800 — $262,300 USD.
• 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.
• Generous number of vacation days each year.
• Up to 40 hours each year to use toward volunteer projects.
• Minimum of 16 weeks of parental leave.

Benefits

• 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 a minimum of 16 weeks of parental leave.