Mid Market Account Executive

Elastic, the Search AI company, is looking for a high‑energy Mid Market Account Executive to drive net‑new revenue. You’ll own your territory, 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 storyteller: 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.

Additional Information – We Take Care of Our People

• As a distributed company, diversity drives our identity.
• 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.

Elastic is an equal‑opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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.