Senior Mid-Market Account Executive - Elastic

About the Role

Elastic is seeking a high-energy Senior Mid-Market Account Executive to drive net-new revenue and expansion within strategic accounts. You will own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals using a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration.

What You Will Be Doing

• Territory Ownership: Develop and execute proactive outbound cadences (email, call, social) to generate ≥50% of your booked opportunities.
• Discovery & Qualification: Utilize frameworks like MEDDPICC to uncover pain points, business impact, and decision criteria.
• Value Storytelling: Deliver tailored narratives and live demos mapping Elastic’s Search, Observability, and Security capabilities to business outcomes.
• Deal Strategy: Collaborate on formal close plans and maintain ≥90% forecast accuracy.
• Negotiation: Lead high-stakes contract and pricing discussions, defending value and securing multi-year consumption commitments.
• Technical Acumen: Speak fluently about cloud economics, usage-based pricing, and modern data architectures.
• Collaboration: Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

What You Bring

• 10+ years of proven SaaS quota-carrying success in consumption-based environments.
• Expert-level discovery and qualification skills (MEDDPICC or equivalent).
• Track record of delivering executive-level presentations that tie product capabilities to measurable ROI.
• Strong negotiation skills with experience landing high-ACV, multi-year contracts.
• Technical fluency in observability, security, vector/traditional search, and cloud cost optimization.
• A collaborative, coachable mindset with an appreciation for open-source communities.

Benefits

• Competitive pay based on performance.
• Comprehensive health coverage for you and your family.
• Flexible locations and schedules.
• Generous annual vacation allowance.
• Financial donation matching (up to $2,000) and 40 hours of volunteer time off.
• Minimum 16 weeks of parental leave.