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Mid Market Account Executive

Elastic· Sales - EMEA - UKI
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Hybrid (United Kingdom)Posted 1mo ago

About the role

Elastic is seeking a dynamic Mid-Market Account Executive focused on expanding Elastic’s footprint within designated existing customers and owning the full sales cycle from outreach to close in an assigned territory.

Responsibilities

  • Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones.
  • Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
  • 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.
  • Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
  • Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
  • Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
  • Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
  • Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
  • Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
  • Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Qualifications

  • The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.
  • Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement.
  • Mindset: Pure focus on acquiring new logos with a record to prove it.
  • Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical.
  • Executive negotiation & closing: Lead high-stakes contract and pricing discussions
  • Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
  • Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
  • Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date.
  • Ability to create alignment across teams to accelerate deals
  • AI Mindset: Use new technologies for performance advantage and deal structuring
  • Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions

Skills

Required:Mid-Market SaaS salesTechnical and cloud fluencyExecutive negotiation & closing

Benefits

  • Competitive pay based on the work you do here and not your previous salary
  • Health coverage for you and your family in many locations
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • We match up to $2000 (or local currency equivalent) for financial donations and service
  • Up to 40 hours each year to use toward volunteer projects you love
  • Parental leave minimum of 16 weeks
Last updated Sep 3, 2026. Interested? Apply on the company site.
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About Elastic

The open source platform that powers search, observability, security, and more ...

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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