Enterprise Sales Director, Elastic

About Emerald

Emerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit http://www.emeraldx.com.

Elastic is seeking a high-performing Enterprise Sales Director with 5–10 years of experience driving revenue growth within SaaS or enterprise software environments. This role is responsible for owning strategic customer relationships, exceeding revenue targets, and expanding footprint across complex organizations through consultative, value-driven selling.

The ideal candidate combines commercial rigor with executive-level presence, deep operational discipline, and the ability to translate sophisticated technology into measurable business outcomes.

Travel requirement: approximately 30–40%.

Key Responsibilities

Strategic Revenue Ownership & Growth

• Own and consistently exceed annual quota targets across enterprise and strategic accounts

• Drive net-new revenue, account expansion, and long-term customer value

• Operate with a P&L mindset, demonstrating strong budget awareness and commercial prioritization

• Identify market trends, vertical opportunities, and whitespace for expansion

• Develop and execute multi-year account strategies aligned to customer business objectives

Executive Relationship Leadership

• Establish trusted-advisor relationships with C-suite and senior decision makers

• Map complex stakeholder ecosystems, including influencers, champions, blockers, and buying committees

• Navigate enterprise procurement, security, finance, and executive approval processes

• Resolve conflict and manage escalations while protecting long-term partnership value

• Leverage a strong professional network (Rolodex) to accelerate pipeline and deal velocity

Operational Excellence & Forecasting

• Maintain disciplined pipeline management with full transparency and accuracy

• Deliver reliable forecasts across quarterly and annual horizons

• Leverage structured sales methodologies to progress deals efficiently

• Effectively utilize sales and marketing assets to drive conversion and deal quality

• Shorten sales cycles while protecting deal size and strategic positioning

Product & Solution Leadership

• Develop deep expertise in product architecture, capabilities, and differentiation

• Translate technical functionality into compelling business value and ROI narratives

• Position solutions strategically within customer technology ecosystems

Required Experience & Qualifications

• 5–10 years of Enterprise Sales, Strategic Accounts, or Sales Leadership experience in SaaS or enterprise software

• Documented history of meeting or exceeding quotas (multi-year performance preferred)

• Experience selling complex, high-ACV solutions into mid-market and enterprise organizations

• Strong executive-level communication and presentation skills

• Demonstrated ability to manage long, multi-stakeholder sales cycles

• Advanced pipeline management and forecasting discipline

• Comfort operating in competitive, high-growth environments

Preferred Background

• Experience with or selling for or against platforms such as NetSuite, SAP, Adobe, Oracle, Shopify, or similar enterprise ecosystems

• Vertical or multi-industry enterprise selling experience

• Exposure to digital commerce, ERP, CRM, or integrated SaaS platforms

Core Competencies

Strategic Vision & Commercial Acumen

• Market intelligence and vertical insight

• Financial awareness and deal economics

• Executive presence and narrative-driven selling

Relationship Mastery

• Complex stakeholder navigation

• Long-term trust building

• High-stakes negotiation and conflict resolution

Operational Discipline

• Process-driven deal execution

• Forecast accuracy

• Pipeline health and velocity

Product & Value Translation

• Technical fluency

• Business outcome storytelling

• ROI-focused selling

Customer Partnership Mindset

• Strategic collaboration

• Co-innovation

• Long-term account growth

About Emerald

At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams. 

COMPENSATION & BENEFITS

Target Compensation: $125,000-145,000 (sales incentive eligible)

Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law. 

We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, flexible working locations, 401(k) plan with a company match, medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs like Toastmasters, and mental wellness tools.

If you need accommodation in our application process or have questions about our posted salary range, please email our Talent Acquisition team at [email protected].