Mid Market Account Executive

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, the Search Analytics company, is seeking a dynamic Mid-Market Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. 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. What You Will Be Doing - 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. What You Bring - The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller. - Proven Track Record: Success in SaaS subscription sales in Mid -Market accounts, evidenced by overachievement. - Mindset: Pure focus on acquiring new logos with a record to prove it. - 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. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. - Relationship Building: Adept at establishing credibility with both technical developers and executive leadership. - 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. - Ability to create alignment across teams to accelerate deals - AI Mindset: Use new technologies for performance advantage and deal structuring - Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you

The candidate should have proven SaaS subscription sales experience in Mid-Market accounts with a track record of overachievement. They should be able to acquire new logos, navigate complex sales cycles, and articulate value through tailored narratives linking Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Strong executive negotiation and closing skills, technical and cloud fluency (security, observability, vector/traditional search, and cloud cost optimization), and the ability to forecast accurately and align cross-functional teams are required.

Drive adoption of Elastic’s AI-powered search solutions, Observability and Security within new Mid-Market accounts while deepening engagement with existing ones. Act as a trusted advisor to transform data into actionable insights. Speak fluently about cloud economics, usage-based pricing, and modern data architectures to position Elastic as the preferred Search AI platform. Solve complex data challenges beyond transactions. Advocate for Open-Source offerings while highlighting commercial features. Identify new use cases and demonstrate how Elastic helps users work more efficiently. Develop strategic territory plans leveraging community, customer, and partner ecosystems to drive growth. Navigate and manage complex sales cycles, ensuring high-confidence deals through thorough discovery and qualification (MEDDPICC). Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and achieve exceptional customer outcomes.