At a Glance
- Tasks: Drive revenue growth by managing accounts and closing complex deals in a dynamic environment.
- Company: Join Elastic, the leading Search AI company transforming data into actionable insights.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Collaborative culture with a focus on open-source values and continuous learning.
- Why this job: Be at the forefront of AI technology and make a real impact on businesses.
- Qualifications: 5+ years in account management with a proven track record in SaaS sales.
The predicted salary is between 60000 - 80000 £ 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 Account Executive to increase revenue within existing accounts. You’ll be the owner of a defined territory where you’ll seek to increase the Elastic footprint, 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 Enterprise segment.
What You Will Be Doing
- Own your territory & build pipeline: Develop and execute an appropriate 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 high-stakes 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: 5+ years in Account management and increasing customer value, 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, high-ACV 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!
Mid Market Account Executive (Expansion) employer: Elastic
Elastic is an exceptional employer that fosters a dynamic and collaborative work culture, where innovation thrives and employees are empowered to drive meaningful change. With a strong focus on professional growth, team members have access to extensive training and development opportunities, ensuring they stay at the forefront of the rapidly evolving AI landscape. Located in a vibrant tech hub, Elastic offers unique advantages such as flexible working arrangements and a commitment to open-source values, making it an ideal place for passionate individuals looking to make an impact in the world of Search AI.
StudySmarter Expert Advice🤫
We think this is how you could land Mid Market Account Executive (Expansion)
✨Tip Number 1
Get to know the company inside out! Research Elastic’s products and values so you can speak their language during interviews. This shows you’re genuinely interested and helps you connect with the team.
✨Tip Number 2
Network like a pro! Reach out to current or former employees on LinkedIn to get insights about the company culture and the role. Plus, it might just give you an edge when it comes to getting noticed!
✨Tip Number 3
Practice your storytelling skills! Prepare to share compelling examples of how you’ve driven sales success in the past. Tailor your stories to highlight your experience with SaaS and complex deal cycles.
✨Tip Number 4
Don’t forget to follow up! After interviews, send a thank-you note that reiterates your enthusiasm for the role and how you can contribute to Elastic’s growth. It’s a small gesture that can make a big impact!
We think you need these skills to ace Mid Market Account Executive (Expansion)
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Mid Market Account Executive role. Highlight your experience in SaaS and how you've successfully managed accounts, focusing on metrics that matter to us.
Showcase Your Storytelling Skills:Since storytelling is key in this role, share examples of how you've crafted compelling narratives in past presentations or demos. We want to see how you can connect our Search AI capabilities to real business outcomes.
Be Clear About Your Achievements:Quantify your successes! Use numbers to demonstrate how you've overachieved targets and built pipelines in previous roles. This will help us understand your impact and potential fit for our team.
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 Inside Out
Before the interview, make sure you research Elastic's existing accounts and understand their market position. Familiarise yourself with the challenges they face and how Elastic's solutions can address these. This will help you demonstrate your ability to own your territory effectively.
✨Master the MEDDPICC Framework
Since the role requires deep discovery and qualification skills, brush up on the MEDDPICC framework. Be prepared to discuss how you've used it in past roles to identify high-confidence deals. This shows you can chase the right opportunities and not waste time on low-probability ones.
✨Craft Your Value Story
Prepare a compelling narrative that ties Elastic’s capabilities to measurable business outcomes. Think about specific examples where you've delivered value through your previous work. This will showcase your storytelling skills and your understanding of how to present complex information clearly.
✨Showcase Your Collaborative Spirit
Elastic values cross-functional partnership, so be ready to share examples of how you've worked with different teams in the past. Highlight your ability to collaborate with Solutions Architects, Customer Success, and Marketing to drive exceptional customer outcomes. This will demonstrate that you're a team player who embodies their values.
