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ElasticMid Market Account Executive
Elastic, the Search AI Company, is seeking a Mid-Market Account Executive to drive revenue growth and customer expansion within an assigned territory. The employer provides cloud-based…
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About This Role
Elastic, the Search AI Company, is seeking a Mid-Market Account Executive to drive revenue growth and customer expansion within an assigned territory. The employer provides cloud-based solutions for search, security, and observability, utilizing a platform built on search precision and artificial intelligence that serves over half of the Fortune 500. This role centers on value-based selling and addressing intricate data challenges rather than conducting basic transactions. Candidates will collaborate closely…
Job Description
Elastic, the Search AI Company, is seeking a Mid-Market Account Executive to drive revenue growth and customer expansion within an assigned territory. The employer provides cloud-based solutions for search, security, and observability, utilizing a platform built on search precision and artificial intelligence that serves over half of the Fortune 500. This role centers on value-based selling and addressing intricate data challenges rather than conducting basic transactions. Candidates will collaborate closely with internal teams, champion open-source offerings alongside commercial features, and execute strategic territory planning using ecosystems involving partners, customers, and communities.
The position suits professionals who possess technical curiosity and executive negotiation skills. Responsibilities involve steering the adoption of AI-powered search, security, and observability tools, managing multi-faceted sales cycles, performing deep qualification with frameworks such as MEDDPICC, and maintaining accurate forecasts in the CRM. Ideal candidates bring a history of exceeding SaaS subscription sales goals within mid-market segments, coupled with fluency in cloud economics, usage-based pricing, and modern data architectures.
Elastic operates as a distributed organization that emphasizes diversity, inclusion, and equal opportunity employment. The employer offers competitive compensation, family health coverage, flexible schedules, generous annual vacation time, a matching program for charitable donations and volunteer service, and a minimum of 16 weeks of parental leave.
Responsibilities
- Promote the adoption of AI-powered search, observability, and security solutions across new and existing mid-market accounts
- Act as a trusted advisor to help clients convert data into actionable insights using search analytics
- Articulate the financial and technical value of cloud economics, usage-based pricing, and modern data architectures
- Address complex data problems faced by customers
- Advocate for open-source offerings while demonstrating the value of advanced commercial features
- Identify fresh use cases that allow users to operate with greater intelligence and efficiency
- Formulate territory growth strategies incorporating community, partner, and customer ecosystems
- Manage intricate sales cycles and pinpoint new business opportunities
- Execute deep discovery and qualification using frameworks like MEDDPICC
- Collaborate across departments with Solutions Architects, Customer Success, Marketing, and RevOps
- Maintain accurate sales forecasts and keep CRM records updated
Requirements
- Demonstrated success in SaaS subscription sales within mid-market accounts
- Experience in value storytelling that links technical features to measurable business outcomes
- Ability to lead executive-level negotiations and pricing discussions
- Familiarity with technical concepts including security, observability, vector search, traditional search, and cloud cost optimization
- Skill in building mutual deal strategies and maintaining forecast accuracy
Qualifications
- Prior work history at an open-source or developer-centric infrastructure company
- Familiarity with security solutions
Core Skills
Benefits
- Competitive pay based on current work performance
- Health coverage for employees and their families in many locations
- Flexible locations and schedules for numerous roles
- Generous yearly vacation days
- Financial donation matching up to $2000 or local currency equivalent
- Up to 40 hours per year for volunteer projects
- Minimum of 16 weeks of parental leave
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the employment type for this role?
The posting specifies that this is a full-time position.
What is the location or remote policy for this job?
The specific location is not stated, though the posting mentions Elastic operates as a distributed company and offers flexible schedules and locations for many roles.
What salary does Elastic offer for the Mid-Market Account Executive?
The posting does not specify the exact salary, noting only that pay is competitive and based on current work.
How can candidates request an accommodation during the application process?
Applicants can request an accommodation by emailing candidate_accessibility@elastic.co, and the company replies within 24 business hours.
Sample Interview Questions
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