Mid Market Account Executive

About Elastic

Elastic is a leader in Search AI, enabling organizations to uncover answers instantly by utilizing structured and unstructured data at scale. Trusted by over half of the Fortune 500, Elastic's comprehensive cloud-based platform combines the precision of search with AI capabilities to deliver exceptional results in search, security, and observability, while maintaining robust data privacy and protection.

Role Overview

We are seeking a proactive Mid-Market Account Executive committed to generating 100% net-new revenue. This role involves managing the entire sales cycle from initial outreach through to closing, targeting new client acquisition within an assigned territory. Success in this role demands a mix of deep technical curiosity and strong value-based selling skills to address complex data challenges beyond straightforward product sales.

Key Responsibilities

• Promote Elastic’s AI-driven search, Observability, and Security solutions to encourage adoption among new mid-market customers and deepen engagement with existing ones.
• Serve as a trusted consultant, helping clients transform their data into actionable insights through search analytics.
• Demonstrate expertise in cloud economics, usage-based pricing, and modern data architectures to position Elastic as the preferred Search AI platform.
• Tackle sophisticated customer data challenges, moving beyond simple transactional sales.
• Articulate the benefits of advanced commercial features while supporting and advocating for Elastic’s open-source offerings.
• Identify new potential use cases that enhance productivity and intelligence for users.
• Create detailed business strategies that leverage community, customer, and partner networks to drive significant growth in the territory.
• Proactively uncover opportunities and effectively manage intricate sales cycles.
• Conduct thorough discovery and qualification using frameworks like MEDDPICC to focus on high-probability deals.
• Collaborate closely with Solutions Architects, Customer Success, Marketing, and RevOps teams to accelerate sales and achieve superior customer results.

Qualifications & Skills

• A blend of technical curiosity and strong value-driven sales acumen.
• Demonstrated success in SaaS subscription sales targeting mid-market accounts, consistently exceeding targets.
• Proven ability to secure new business logos and build tailored value narratives linking Elastic’s product capabilities to concrete business outcomes like revenue growth or risk reduction.
• Skillful in executive-level negotiation and closing sizable contracts.
• Comfortable discussing diverse technical topics, including security, observability, vector/traditional search, and optimizing cloud costs.
• Strong relationship-building skills across technical and executive audiences.
• Ability to deliver accurate, reliable sales forecasts and develop mutual close plans collaboratively with clients.
• Capable of aligning internal teams to accelerate deal progression.
• An innovative mindset embracing AI technologies for a competitive advantage in sales.
• Appreciation for open-source principles and community involvement.

Additional Information

Elastic values diversity and fosters an inclusive culture where different perspectives are celebrated. Employees benefit from flexible working arrangements, competitive pay determined by the work itself, comprehensive health coverage in many locations, generous vacation allowances, and support for charitable giving and volunteering. Parenthood is supported through at least 16 weeks of parental leave.

We are an equal opportunity employer and prohibit discrimination based on race, ethnicity, religion, gender, sexual orientation, age, disability, and other protected categories. Accessibility accommodations are available upon request.

Note: Employment is subject to export control laws, which may affect candidates from certain sanctioned countries.