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ElasticMid Market Account Executive, Pursuit
This full-time, on-site Mid Market Account Executive role in the United States is a pursuit position. The person owns a defined territory, builds their own pipeline…
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About This Role
This full-time, on-site Mid Market Account Executive role in the United States is a pursuit position. The person owns a defined territory, builds their own pipeline and closes complex, multi-stakeholder deals on a consumption-based model. The job blends selling, technical know-how and cross-team collaboration, and is treated as central to expansion in mid-market. Prospecting is central. The account executive runs an outbound cadence using email, calls and social channels, with…
Job Description
This full-time, on-site Mid Market Account Executive role in the United States is a pursuit position. The person owns a defined territory, builds their own pipeline and closes complex, multi-stakeholder deals on a consumption-based model. The job blends selling, technical know-how and cross-team collaboration, and is treated as central to expansion in mid-market.
Prospecting is central. The account executive runs an outbound cadence using email, calls and social channels, with a stated target share of booked opportunities coming from that outbound work. Discovery with MEDDPICC or a similar framework surfaces pain points, economic impact, funding and buying criteria, so the account executive focuses on the highest-confidence deals. Forecast accuracy is tracked closely in the CRM, and the account executive builds formal close plans with customers.
The job includes telling the product story. Storytelling and live product walkthroughs link Elastic's search, observability and security offerings to outcomes the buyer can quantify. Late-stage work includes leading contract and pricing talks, defending value, and securing multi-year consumption commitments. Discussing cloud spend, consumption pricing and modern data designs with confidence is expected.
Deals are advanced alongside solution architects, customer success staff, marketers and revenue operations colleagues. The posting describes Elastic as a search AI company used by more than half of the Fortune 500, and it expects a mindset that values open source.
Responsibilities
- Own a defined territory and build pipeline through a proactive outbound cadence
- Run discovery with MEDDPICC or an equivalent framework to qualify deals
- Deliver tailored narratives and live demonstrations that map Elastic capabilities to business outcomes
- Build mutual close plans with customers and keep CRM records accurate for forecasting
- Lead negotiations on contracts and pricing, including multi-year consumption commitments
- Discuss cloud spend, consumption pricing and modern data designs with confidence
- Coordinate deal progress with solution architects, CS, marketing and revenue operations
Requirements
- Three or more years closing complex SaaS deals, ideally in consumption-based or usage-model environments
- Proven use of MEDDPICC or an equivalent qualification framework
- Record of executive presentations and demos tied to measurable results
- Track of closing large multi-year deals while holding price discipline
- Able to discuss observability, security, vector or classic search, and controlling cloud spend
- Collaborative approach and willingness to learn from feedback
- Respect for open-source communities and what the Elastic model stands for
Qualifications
- Prior work at an open-source company or one selling to developers
- Understanding of observability use cases such as logs, metrics and traces, or security analytics like SIEM and XDR
Core Skills
Benefits
- Pay set by the scope of the work rather than past salary
- Medical coverage for staff and their families in many regions
- Choice of location and working hours for many positions
- Generous annual vacation allowance
- Matching for charitable giving and service of up to $2,000 in local currency equivalent, plus up to 40 hours a year for volunteer projects
- Parental leave of at least 16 weeks
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this role on-site?
Yes. The listing is marked on-site and the location is United States.
What is the compensation?
The posting gives a typical starting base salary of 78,700 to 124,500 USD, a target variable range of 78,600 to 124,400 USD, and an on-target earnings range of 157,300 to 248,900 USD.
What sales experience is required?
Three or more years closing complex SaaS deals, ideally in consumption-based models, is required.
Is this a full-time role?
Yes. The posting lists the employment type as full-time.
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