At a Glance
- Tasks: Drive new revenue by building your own pipeline and closing complex deals.
- Company: Join Elastic, the leading Search AI company transforming data into insights.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Collaborative culture with a focus on open-source values and career development.
- Why this job: Be at the forefront of AI technology and make a real impact in businesses.
- Qualifications: 2+ years in SaaS sales with strong negotiation and storytelling skills.
The predicted salary is between 50000 - 70000 £ per year.
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 looking for a high-energy Mid Market - New Business - Account Executive to drive net-new revenue. You’ll be the owner of your territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Mid Market segment.
What You Will Be Doing
- Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
- Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
- Executive negotiation & closing: Lead contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
- Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
What You Bring
- Proven SaaS quota‐carrying success: 2+ years closing Mid Market/Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
- Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
- Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
- Strong negotiation chops: History of landing multi-year contracts while protecting margin and securing executive stakeholder buy-in.
- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
- Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
- Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.
Bonus Points
- Prior experience at an open-source or developer‐centric infrastructure company.
- Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.
If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!
Commercial / Mid Market Account Executive employer: Elastic
Elastic is an exceptional employer that fosters a dynamic and collaborative work culture, where innovation thrives and employees are empowered to take ownership of their roles. With a strong focus on professional growth, Elastic offers ample opportunities for skill development and career advancement, all while being part of a mission-driven team that is at the forefront of AI technology. Located in a vibrant tech hub, employees enjoy a stimulating environment that encourages creativity and teamwork, making it an ideal place for those looking to make a meaningful impact in the world of search and data solutions.
StudySmarter Expert Advice🤫
We think this is how you could land Commercial / Mid Market Account Executive
✨Tip Number 1
Get to know your territory inside out! Research potential clients and their pain points. This way, when you reach out, you can tailor your approach and show them exactly how Elastic can solve their problems.
✨Tip Number 2
Don’t just send generic emails or make standard calls. Use a proactive outbound cadence that includes personalised messages. Show them you understand their business and how Elastic’s Search AI can make a real difference.
✨Tip Number 3
Master the art of storytelling! When you demo Elastic’s capabilities, make sure to connect the dots between what we offer and the tangible benefits for the client. They need to see the value in real terms—like savings or revenue growth.
✨Tip Number 4
Collaboration is key! Work closely with our Solutions Architects and Customer Success teams. They can provide insights that will help you close deals faster and ensure your clients are thrilled with their experience.
We think you need these skills to ace Commercial / Mid Market Account Executive
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the role. Highlight your experience in SaaS sales and how it aligns with what we’re looking for at Elastic. We want to see how you can drive net-new revenue!
Showcase Your Storytelling Skills:Since this role involves value storytelling, include examples of how you've successfully communicated complex ideas in previous roles. We love seeing candidates who can craft compelling narratives that resonate with clients.
Demonstrate Your Technical Fluency:Don’t shy away from showcasing your understanding of cloud economics and modern data architectures. We’re looking for someone who can speak fluently about these topics, so make sure to highlight relevant experiences.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team!
How to prepare for a job interview at Elastic
✨Know Your Territory
Before the interview, research the Mid Market segment and understand the specific challenges businesses face. Be ready to discuss how you would build your pipeline and what strategies you would employ to generate opportunities in your territory.
✨Master the MEDDPICC Framework
Familiarise yourself with the MEDDPICC framework and be prepared to explain how you would use it to qualify leads. Share examples from your past experiences where this approach helped you close high-confidence deals.
✨Craft Your Value Story
Prepare a compelling narrative that connects Elastic’s capabilities to real business outcomes. Think about how you can demonstrate the value of Elastic’s Search AI platform through tailored demos and presentations that resonate with potential clients.
✨Showcase Your Technical Fluency
Brush up on your knowledge of cloud economics, usage-based pricing, and modern data architectures. Be ready to discuss these topics confidently, as they are crucial for positioning Elastic as the go-to Search AI platform.
