Mid-Market Account Executive (Pursuit/Hunter, Northeast)

Join Elastic, the Search AI company, as a Mid-Market Account Executive. In this role, you will drive net-new revenue and expansion within strategic Enterprise accounts in the Northeast region. You will be responsible for building your own pipeline, conducting deep discovery and qualification, delivering tailored narratives and demos, collaborating with customers on deal strategy, leading negotiations, and positioning Elastic as the Search AI platform of choice. This is a critical role for our growth in the Enterprise segment and requires a track record of success in closing complex Enterprise deals, technical fluency, and strong negotiation skills.

• Développer et exécuter une cadence proactive de prospection pour générer au moins 50 % des opportunités réservées.
• Mener des découvertes approfondies et des qualifications pour identifier les besoins et les critères de décision des clients.
• Collaborer avec les clients pour élaborer des plans de clôture formels et maintenir une précision de prévision d'au moins 90 %.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals
• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in
• 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!