- Company: Elastic
- Location: United States
- Job type: Full-time
- Salary: $157,300 – $248,900 OTE
About the role
Elastic, the Search AI Company, is seeking a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You will own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals in a consumption-based model. This role is critical to our growth in the Mid Market segment and sits at the intersection of sales execution, technical fluency, and cross-functional collaboration.
Responsibilities
- Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates at least 50% of your booked opportunities.
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to focus on high-confidence deals.
- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
- Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and maintain at least 90% forecast accuracy within ±10%.
- Executive negotiation & closing: Lead high-stakes contract and pricing discussions, defend your value, and land multi-year consumption commitments.
- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
- Cross-functional partnership: Work closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
Requirements
- Proven SaaS quota-carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment.
- Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
- Compelling value storytelling: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
- Strong negotiation skills: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
- Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
- Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.
Pay and benefits
The typical starting salary range for this role is $78,700—$124,500 USD. The typical starting Target Variable range is $78,600—$124,400 USD. The typical starting On-Target Earnings (OTE) range is $157,300—$248,900 USD. This role is eligible to participate in Elastic’s stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
How to apply
Apply directly on Elastic’s own careers website. Omadaily never charges job seekers.
