Opportunity at
ElasticMid Market Account Executive - Bay Area, CA
Elastic is seeking a dynamic Mid Market Account Executive based in the Bay Area, CA to spearhead sales growth within mid-market accounts. As the Search AI…
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About This Role
Elastic is seeking a dynamic Mid Market Account Executive based in the Bay Area, CA to spearhead sales growth within mid-market accounts. As the Search AI Company, Elastic provides cloud-based software solutions spanning search, security, and observability that help businesses utilize structured and unstructured data. In this on-site role, the selected professional will manage a designated territory to cultivate pipeline through proactive outreach, manage complex multi-stakeholder deals utilizing consumption-based pricing…
Job Description
Elastic is seeking a dynamic Mid Market Account Executive based in the Bay Area, CA to spearhead sales growth within mid-market accounts. As the Search AI Company, Elastic provides cloud-based software solutions spanning search, security, and observability that help businesses utilize structured and unstructured data.
In this on-site role, the selected professional will manage a designated territory to cultivate pipeline through proactive outreach, manage complex multi-stakeholder deals utilizing consumption-based pricing models, and coordinate closely with internal technical and operational teams. Candidates should possess a strong background in SaaS sales, familiarity with cloud economics, and the ability to execute thorough discovery processes using structured frameworks.
Total compensation for the position combines base salary and variable earnings to form On-Target Earnings, complemented by stock program participation, a matched 401(k), health coverage, paid time off, parental leave, and other corporate wellness perks.
Responsibilities
- Manage a dedicated sales territory by creating outbound campaigns via email, phone, and social channels to generate over half of booked opportunities.
- Conduct deep discovery and qualification sessions leveraging frameworks such as MEDDPICC to identify key pain points, budgets, and decision criteria.
- Deliver tailored product demonstrations and value narratives connecting Elastic capabilities in search, observability, and security to concrete business impacts.
- Partner with clients to establish formal close plans while updating the CRM to maintain high forecast accuracy.
- Lead high-stakes contract negotiations, pricing talks, and multi-year consumption commitments.
- Coordinate with Solutions Architects, Customer Success, Marketing, and RevOps teams to speed up deals and support customer success.
Requirements
- Minimum of three years of experience closing complex SaaS deals and exceeding targets in usage-based or consumption environments.
- Demonstrated expertise in applying MEDDPICC or comparable frameworks for deal qualification.
- Track record of delivering executive presentations tying product features to financial returns or risk mitigation.
- History of securing multi-year, high-ACV contracts and stakeholder alignment.
- Technical familiarity with topics including observability, security, vector or traditional search, and cloud cost optimization.
Qualifications
- Prior background working at an open-source or developer-centric infrastructure organization.
- Previous exposure to observability use cases including logs, metrics, and traces.
- Experience dealing with security analytics use cases such as SIEM and XDR.
Core Skills
Benefits
- Base salary accompanied by a variable component making up On-Target Earnings
- Participation in the company stock program
- Company-matched 401(k) providing dollar-for-dollar matching up to 6 percent of eligible earnings
- Health coverage for employees and their families
- Flexible schedules and locations for many roles alongside a generous vacation policy
- Charitable donation matching up to $2,000 and up to 40 hours of paid volunteer time yearly
- At least 16 weeks of minimum 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 position is full-time.
What is the work location or remote policy?
The posting specifies that this role is on-site in the Bay Area, CA.
What is the salary range for this position?
The typical starting base salary ranges from $78,700 to $124,500 USD per year, with a target variable range of $78,600 to $124,400 USD, leading to typical On-Target Earnings between $157,300 and $248,900 USD.
How do I request an accommodation during the application process?
You can request an accommodation by emailing candidate_accessibility@elastic.co, and requests will be answered within 24 business hours.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.