Mid Market Account Executive

About Elastic

Elastic is a Search AI company that helps people and organizations find the answers they need in real time across large volumes of data. Its Search AI Platform combines the accuracy of search with the intelligence of AI, and is used by more than half of the Fortune 500. The company’s cloud-based solutions support search, security, and observability use cases, helping businesses make better use of structured and unstructured data while protecting sensitive information more effectively.

Role Overview

Elastic is looking for a Mid-Market Account Executive who can generate new business from scratch and own the complete sales process. This is a full-cycle, net-new revenue role focused on winning new logos within an assigned territory. The position calls for strong technical curiosity, commercial depth, and the ability to sell value rather than simply transact on product features. Success in this role depends on the ability to connect complex data challenges with Elastic’s platform capabilities and build credibility with a wide range of stakeholders.

What You Will Do

• Build demand for Elastic’s AI-driven search, observability, and security offerings across new mid-market accounts, while also strengthening engagement in current accounts where relevant.
• Act as a dependable advisor who helps customers understand how search analytics can turn data into practical business insights.
• Confidently discuss cloud economics, usage-based pricing, and modern data architecture to position Elastic as a leading Search AI platform.
• Address complex customer problems with solutions that go beyond standard product pitches.
• Communicate the value of Elastic’s commercial capabilities while also supporting its open-source offerings.
• Spot and develop new use cases that help customers work more efficiently and intelligently.
• Create territory plans that use community, customer, and partner ecosystems to expand business opportunities.
• Manage opportunities from initial outreach through closing, including complex and multi-step sales cycles.
• Run detailed discovery and qualification conversations to identify pain points, business impact, budget, and decision criteria using methods such as MEDDPICC.
• Partner closely with Solutions Architects, Customer Success, Marketing, and RevOps to move deals forward and improve customer outcomes.

What We Are Looking For

• A mix of technical curiosity and the confidence of a value-focused seller.
• Strong background in SaaS subscription sales within mid-market accounts, with a history of exceeding targets.
• A clear track record of winning new logos.
• The ability to tell compelling, tailored stories that link technical capabilities in search, observability, and security to measurable business results such as revenue growth or risk reduction.
• Comfort leading senior-level discussions around pricing, commercial terms, and deal closure.
• Solid understanding of technical topics such as security, observability, vector and traditional search, and cloud cost efficiency.
• The ability to build trust with both technical teams and executive stakeholders.
• Reliable forecasting skills, including the ability to create close plans, maintain CRM discipline, and forecast accurately.
• Skill in aligning multiple internal and external parties to speed up deal progress.
• An interest in using AI and newer technologies to improve performance and strengthen deal strategy.
• Appreciation for open-source software and the communities that support it.

Additional Information

Elastic is a distributed company that values diversity and believes people should be able to do meaningful work while also maintaining a healthy life outside work. The company focuses on what employees can contribute, regardless of age or background, and aims to provide a balanced and inclusive environment.

Elastic works toward benefit parity across regions, with offerings that may vary based on local regulations.

Benefits

• Competitive compensation that is based on the work performed in the role rather than past salary history.
• Health coverage for employees and their families in many locations.
• Flexibility in schedules and work location for many roles.
• A generous annual vacation allowance.
• Matching of up to $2000, or the local currency equivalent, for approved financial donations and service.
• Up to 40 hours per year for volunteering.
• At least 16 weeks of parental leave.

Equal Opportunity and Accessibility

Elastic is committed to inclusive hiring and equal opportunity. Candidates are considered without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability, or any other legally protected status.

The company also supports accessibility during hiring and will respond within 24 business hours to accommodation requests submitted during the application or recruitment process.

Export Control Notice

Because the role involves technology subject to export-control and licensing rules, candidates located in or nationals of Belarus, Cuba, Iran, North Korea, Syria, Russia, or the annexed Ukrainian territories of Crimea, Donetsk, Luhansk, Kherson, or Zaporizhzhia may require an export license as a condition of employment. National origin or nationality does not otherwise determine eligibility for employment.

Legal Notices

Candidates may review applicable employment law posters, including those related to family and medical leave, employee polygraph protection, and equal employment opportunity. Elastic also references its privacy statement as part of the hiring process.