Mid Market Account Executive

Overview

In this role you drive adoption and expansion of Elastic’s AI-powered search, observability, and security solutions within mid-market accounts. You will be a trusted advisor who translates data into actionable insights, speaks to cloud economics and modern data architectures, and navigate complex deals with cross-functional teams. You’ll champion open-source while articulating the value of commercial features, pursuing new use cases and territory growth. This position offers a strategic, impact-driven path in a fast-scaling, data-centric company.

Pay / Benefits

• Competitive pay
• Health coverage for you and family
• Flexible locations and schedules
• Generous vacation days
• Volunteer time and donation matching
• Parental leave (minimum 16 weeks)

Responsibilities

• Drive adoption of Elastic’s AI-powered search, observability, and security solutions in mid-market accounts
• Act as a trusted advisor to transform data into actionable insights for customers
• Position Elastic as the preferred platform by discussing cloud economics and data architectures
• Solve complex data challenges beyond simple transactions
• Advocate for Open-Source offerings while highlighting commercial features
• Identify new use cases and potential value for customers
• Develop strategic plans to drive territory growth with ecosystem partners and customers
• Navigate and manage complex sales cycles with proactive opportunity identification
• Engage in deep discovery and qualification (e.g., MEDDPICC) to focus on high-confidence deals
• Collaborate cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals
• Create alignment across teams to accelerate sales cycles and close plans
• Incorporate AI mindset and open-source community values into deal structuring

Key requirements

• Proven SaaS mid-market sales track record with overachievement
• Ability to acquire new logos and build a pipeline
• Strong narrative skills to link Elastic’s tech to business outcomes
• Executive negotiation and closing skills for high-stakes deals
• Technical and cloud fluency across security, observability, vector/traditional search, and cloud cost optimization
• Credible relationship building with developers and executives
• Forecast accuracy and mutual deal strategy with formal close plans
• Ability to coordinate across teams to accelerate deals
• Comfort with new technologies and AI-driven approaches

• Relationship building
• Strategic storytelling
• Cross-functional collaboration
• Security concepts
• Observability and monitoring
• Vector/traditional search

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