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Mid Market Account Executive, Pursuit

Elastic· Sales - AMER MidMarket
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Remote$78.7k - $124.5k + bonusFull-timePosted 2mo ago

About the role

Account Executive focused on net-new revenue within Mid Market accounts, responsible for building territory pipeline, delivering value-driven narratives and demos, and closing complex, multi-stakeholder deals in a consumption-based model.

Responsibilities

  • Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
  • Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-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 keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
  • Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, 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 hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Qualifications

  • 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 storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
  • Strong negotiation chops: 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.

Skills

Required:MEDDPICC or equivalent qualification frameworkValue storytelling & executive-level presentationsNegotiation and contract closeCloud and data architecture fluency

Benefits

  • Stock program eligibility
  • Company-matched 401k with dollar-for-dollar matching up to 6%
  • Competitive pay based on the work you do
  • Health coverage for you and your family in many locations
  • Flexible locations and schedules for many roles
  • Generous vacation days
  • Donation matching up to $2000 (or local currency equivalent)
  • Up to 40 hours annually for volunteer projects
  • Minimum of 16 weeks parental leave
  • Diversity and inclusive culture benefits
Last updated Aug 6, 2026. Interested? Apply on the company site.
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Power insights and outcomes with The Elastic Search AI Platform. See into your data and find answers that matter with enterprise solutions designed to help you accelerate time to insight.

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