Mid Market Account Executive - Elastic

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.

Role Overview

Elastic is seeking a dynamic Mid-Market Account Executive. To excel in this role, 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.

You will be an integral part of Elastic's growth strategy, driving net-new revenue and expansion within Mid-Market Accounts in an assigned territory.

Responsibilities

• Drive Adoption: Fuel the adoption of Elastic’s AI-powered search, 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 advanced commercial features while advocating for 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 territory growth.
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
• Deep Discovery & Qualification: Uncover pain points, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Cross-Functional Partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

What You Bring

• The Right Blend: High-level technical curiosity combined with the gravitas of a value-based seller.
• Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement.
• Value Storytelling: Ability to craft tailored narratives linking Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes.
• Executive Negotiation & Closing: Experience leading 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.
• Deal Strategy & Forecast Accuracy: Consistent and predictable sales forecasting skills, collaborating with customers on close plans.
• Team Alignment: Ability to create alignment across cross-functional teams to accelerate deals.
• AI Mindset: Ability to leverage modern AI tools for performance advantage and deal structuring.
• Open-Source Appreciation: Enthusiasm for the Open-Source model and community.

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 & Perks

• Competitive pay based on role contribution rather than prior salary
• Comprehensive health coverage for you and your family
• Flexible work schedule and remote location options
• Generous paid time off (PTO) policy
• Minimum 16 weeks of paid parental leave
• Charitable donation matching (up to $2,000 USD equivalent)
• Up to 40 hours per year dedicated to volunteer projects