Mid Market Account Executive

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role Elastic, the Search Analytics company, is seeking a dynamic Mid-Market Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. As a dynamic Mid-Market Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Mid-Market Accounts in an assigned territory. This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data. What will you be doing • 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. What You Bring • The Right Blend: A combination of high-level technical curiosity and the gravitas of a value-based seller. • Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement. • 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. Bonus Points • Prior experience at an open-source or developer‐centric infrastructure company. • Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!