Mid Market Account Executive (Pursuit)

Join Elastic, the Search AI company, as a Mid Market Account Executive. In this role, you will drive net-new revenue within Mid Market accounts, build your own pipeline, and close complex, multi-stakeholder deals. You will collaborate with various teams, deliver tailored narratives and demos, and lead high-stakes contract negotiations. This position offers flexible location and schedule, fully paid health coverage, generous vacation days, and more.

• Développer et exécuter une cadence proactive de prospection pour générer des opportunités.
• Effectuer des découvertes approfondies et des qualifications pour identifier les meilleures opportunités.
• 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
• 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
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context
• Proven SaaS quota‐carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment
• 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!