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Mid Market Account Executive

Elastic· Sales - EMEA - Central
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Hybrid (Germany)€0full-timePosted 5d ago

About the role

Elastic is seeking a Mid-Market Account Executive focused on 100% net-new revenue generation in Germany. Owns full sales cycle from cold outreach to close, acquiring new logos in an assigned territory and articulating the value of Elastic’s Search AI platform across Cloud, Observability, and Security to both technical and executive stakeholders.

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.
  • Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive outcomes.

Qualifications

  • A combination of high-level technical curiosity and the grit of a value-based seller.
  • Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement.
  • Pure focus on acquiring new logos with a proven track record.
  • The ability to craft tailored narratives linking Elastic’s capabilities to measurable business outcomes.
  • Executive negotiation & closing: Lead high-stakes contract and pricing discussions.
  • Technical & cloud fluency: Comfortable discussing security, observability, vector/traditional search, and cloud cost optimization.
  • Relationship Building: Credible with technical developers and executive leadership.
  • Mutual deal strategy & forecast accuracy: Collaborative close plans and up-to-date CRM.
  • AI Mindset: Use new technologies for performance advantage and deal structuring.
  • Open-Source Appreciation: Enthusiasm for Open-Source and the community.

Skills

Required:New logo acquisitionMEDDPICC

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
  • Flexible locations and schedules for many roles
  • Generous number of vacation days
  • Company matches up to $2000 for financial donations
  • Up to 40 hours per year for volunteer projects
  • Minimum 16 weeks parental leave
Last updated Oct 22, 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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