At a Glance
- Tasks: Drive revenue growth by managing accounts and closing complex deals.
- Company: Join Elastic, a leading Search AI company transforming data into insights.
- Benefits: Enjoy competitive pay, flexible schedules, generous vacation, and health coverage.
- Other info: Collaborative culture with opportunities for personal and professional growth.
- Why this job: Be at the forefront of AI technology and make a real impact in businesses.
- Qualifications: 5+ years in SaaS sales with strong negotiation and storytelling skills.
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.
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.
Benefits
- Competitive pay based on the work you do here and not your previous salary.
- Health coverage for you and your family in many locations.
- Ability to craft your calendar with flexible locations and schedules for many roles.
- Generous number of vacation days each year.
- Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service.
- Up to 40 hours each year to use toward volunteer projects you love.
- Embracing parenthood with minimum of 16 weeks of parental leave.
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!
Equal Opportunity Statement
Elastic is an equal‑opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals.
Mid Market Account Executive (Expansion) employer: Referral Board
Elastic is an exceptional employer that fosters a dynamic and inclusive work culture, offering competitive pay and comprehensive health coverage for employees and their families. With a strong emphasis on employee growth, Elastic provides flexible working arrangements, generous vacation days, and opportunities for community engagement through volunteer projects, making it an ideal place for those looking to thrive in the fast-paced 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 your territory inside out! Research the companies and key players in your area, and tailor your outreach to their specific needs. This way, when you reach out, you can speak directly to their pain points and show them how Elastic can help.
✨Tip Number 2
Don’t just send generic emails or make standard calls. Use a mix of email, social media, and phone calls to create a personalised approach. Share relevant content that showcases Elastic’s capabilities and how they can solve real business problems.
✨Tip Number 3
Practice your value storytelling! When you get the chance to demo Elastic’s platform, make it count. Show potential clients exactly how our solutions can lead to measurable outcomes for their business—this is what will seal the deal!
✨Tip Number 4
Collaboration is key! Work closely with your internal teams like Solutions Architects and Customer Success to ensure you’re aligned on strategy and messaging. This teamwork will help you close deals faster and more effectively.
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 account management and how you've successfully increased customer value in a consumption-based environment. We want to see how you can bring your unique skills to our team!
Showcase Your Storytelling Skills:Since this role involves crafting compelling narratives, don’t shy away from sharing examples of how you've effectively communicated value to clients in the past. Use specific metrics or outcomes to illustrate your success. We love a good story that shows your impact!
Demonstrate Technical Fluency:We’re looking for someone who can speak confidently about technical topics like cloud economics and observability. Make sure to include any relevant experience or knowledge in your application. This will help us see how you can position Elastic as the go-to Search AI platform.
Apply Through Our Website:Don’t forget to submit your application through our website! It’s the best way for us to keep track of your application and ensure it gets the attention it deserves. Plus, it shows you’re serious about joining our team at Elastic!
How to prepare for a job interview at Referral Board
✨Know Your Territory Inside Out
Before the interview, make sure you research the specific territory you'll be managing. Understand the key players, market trends, and potential challenges. This will not only show your commitment but also help you tailor your approach to the role.
✨Master the MEDDPICC Framework
Since this 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 and eliminate low-probability ones.
✨Craft Compelling Value Stories
Elastic values compelling storytelling, so think about how you can relate your past experiences to measurable business outcomes. Prepare examples of how your previous work has saved money or increased revenue for clients, and practice delivering these narratives.
✨Showcase Your Technical Fluency
This position demands a good grasp of technical topics like cloud economics and observability. Brush up on these areas and be ready to discuss them confidently. Showing that you can speak fluently about these subjects will set you apart from other candidates.
