Senior Account Executive (Mid Market)

We are seeking a Mid-Market Account Executive dedicated to 100% net-new revenue generation. In this role, you will own the full sales cycle—from cold outreach to close—focused entirely on acquiring new logos in an assigned territory. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth.

Responsibilities

• Drive Adoption: Fuel the adoption of Elastic’s AI‑powered search solutions, Observability and Security solutions within new Mid‑Market accounts while deepening engagement with existing ones.
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
• 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.
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
• Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open‑Source offerings.
• Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
• Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest‑confidence deals.
• Cross‑functional partnership: Work hand‑in‑glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
• Own the full sales cycle—from cold outreach to close—focused entirely on acquiring new logos in an assigned territory.

Qualifications

• Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
• Ability to create alignment across teams to accelerate deals.
• Proven Track Record: Success in SaaS subscription sales in Mid‑Market accounts, evidenced by overachievement.
• Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
• Mindset: Pure focus on acquiring new logos with a record to prove it.
• Open‑Source Appreciation: Enthusiasm for the Open‑Source model and the community relying on our solutions.
• The Right Blend: A combination of high‑level technical curiosity and the grit of a value‑based seller.
• AI Mindset: Use new technologies for performance advantage and deal structuring.
• Executive negotiation & closing: Lead high‑stakes contract and pricing discussions.
• Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date.

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).