At a Glance
- Tasks: Drive new revenue by owning your territory and building a strong sales pipeline.
- 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 environment with a focus on community and continuous learning.
- Why this job: Be at the forefront of AI technology and make a real impact in the Mid Market segment.
- Qualifications: 2+ years of SaaS sales experience with a proven track record in closing deals.
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 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 sophisticated, 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 essential to our growth in the Mid Market segment.
What You Will Be Doing
- Own your territory & build pipeline: Develop and implement 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 focused 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 customer buy-in.
- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
- Collaborative attitude & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and willingness.
- 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 sophisticated deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!
Mid Market Account Executive (New Logo) employer: Elastic
Elastic is an exceptional employer that champions innovation and diversity, providing a dynamic work environment where Product Managers can thrive. With flexible work schedules, competitive remuneration, and comprehensive health benefits, employees are empowered to grow both personally and professionally while making a significant impact on the success of Elastic Cloud. Located in the United Kingdom, this role offers unique opportunities to lead transformative initiatives in a supportive and collaborative culture.
StudySmarter Expert Advice🤫
We think this is how you could land Mid Market Account Executive (New Logo)
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Mid Market Account Executive (New Logo) at Elastic, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Elastic. Tailor your message to explain why you’re drawn to them and how you can contribute as a Mid Market Account Executive (New Logo). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Mid Market Account Executive (New Logo)
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Elastic:When writing your cover letter, make sure to tailor your message specifically for Elastic. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Elastic
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Elastic that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Elastic that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Elastic’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
