Mid Market Account Executive

• 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

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization
• 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
• Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions
• Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions
• Ability to create alignment across teams to accelerate deals
• 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
• Mindset: Pure focus on acquiring new logos with a record to prove it
• Relationship Building: Adept at establishing credibility with both technical developers and executive leadership
• The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller
• AI Mindset: Use new technologies for performance advantage and deal structuring