Mid Market Account Executive

About the Company

Elastic is a Search AI company that helps people and organizations find answers quickly across all their data, at scale. Its Search AI Platform is used by more than half of the Fortune 500 and combines search precision with AI-driven intelligence to speed up outcomes that matter. With cloud-based offerings for search, security, and observability, Elastic helps businesses work with both structured and unstructured data while improving information security and protection.

Role Overview

Elastic is hiring a Mid-Market Account Executive focused entirely on creating new revenue. This position is centered on acquiring net-new customers, managing the entire sales cycle from first outreach through to closing, and building relationships within an assigned territory. The role is best suited to someone who can combine technical curiosity with consultative, value-led selling to solve real data and platform challenges.

What You Will Do

• Build demand for Elastic’s AI-powered search, observability, and security offerings among new mid-market customers while also expanding engagement where appropriate.
• Act as a trusted advisor by helping customers use search analytics to turn data into practical business insight.
• Speak confidently about cloud economics, consumption-based pricing, and modern data architecture.
• Address complex customer problems rather than treating the sale as a simple transaction.
• Clearly explain the value of Elastic’s open-source and commercial capabilities.
• Uncover additional use cases that improve productivity and decision-making.
• Create territory plans that draw on community, customer, and partner ecosystems to support growth.
• Identify opportunities early and manage extended, multi-step sales cycles.
• Perform deep discovery and qualification, including pain points, business impact, budget, and buying criteria using methods such as MEDDPICC.
• Work closely with Solutions Architects, Customer Success, Marketing, and RevOps to move deals forward and improve customer outcomes.

What We’re Looking For

• A strong mix of technical curiosity and value-based sales discipline.
• Demonstrated success selling SaaS subscriptions into mid-market accounts and consistently exceeding targets.
• A clear focus on winning new logos, backed by a proven track record.
• Strong storytelling skills that connect Elastic’s products to measurable outcomes such as revenue growth or reduced risk.
• Confidence in contract negotiations, pricing discussions, and closing high-stakes deals.
• Comfort discussing search, observability, security, vector and traditional search, and cloud cost optimization.
• The ability to build trust with both technical teams and senior business leaders.
• Reliable forecasting habits, strong deal planning, and disciplined CRM management.
• Capability to align multiple teams around a shared deal strategy.
• Interest in using AI and emerging technologies to improve performance and deal structure.
• Appreciation for the open-source model and the communities that use it.

Additional Information

Elastic operates as a distributed company and values diversity, balance, and flexibility. The company emphasizes an inclusive environment where people are judged by what they can contribute rather than their age or background.

Benefits and Support

• Competitive compensation based on the work performed in the role, not prior salary history.
• Health coverage for employees and family members in many locations.
• Flexible working locations and schedules for many roles.
• Generous annual vacation time.
• Donation matching of up to $2000 or the local currency equivalent for charitable giving and service.
• Up to 40 volunteer hours per year for personal community projects.
• A minimum of 16 weeks of parental leave.

Equal Opportunity and Accessibility

Elastic is an equal opportunity employer and maintains a workplace that respects different perspectives, experiences, and backgrounds. Qualified candidates are considered without discrimination based on protected characteristics. The company also supports accessibility needs during the hiring process and provides a contact for accommodation requests, with responses within 24 business hours.

Legal and Compliance Notes

Applicants may have rights under federal employment laws, including notices related to family and medical leave, employee polygraph protection, and equal employment opportunity. Elastic also notes that its technology is subject to export control and licensing requirements for individuals located in or nationals of certain sanctioned countries and regions, where an export license may be required as a condition of employment. National origin and nationality do not affect general eligibility outside those restrictions.

Privacy

The company references its privacy statement as part of the hiring process.