Mid Market Account Executive, Pursuit

Summary

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. They are seeking a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts, owning a defined territory and building a pipeline while collaborating with various teams to close complex deals.

Responsibilities

• 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 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

Skills

• Proven SaaS quota‐carrying success: 3+ years closing complex SaaS 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 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
• Prior experience at an open-source or developer‐centric infrastructure company
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases

Qualifications

Must Haves

• Proven SaaS quota‐carrying success: 3+ years closing complex SaaS 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 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

Nice to Haves

• 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

• 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
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Currently eligible to participate in Elastic's stock program