Senior Account Executive (Mid Market)

Join Elastic, a leading company in AI-powered search solutions. As a Senior Account Executive, you will be responsible for driving net-new revenue generation in the Mid-Market segment. You will own the full sales cycle, from cold outreach to close, and will be a trusted advisor to customers, helping them harness the power of search analytics. You will also develop comprehensive business plans, navigate complex sales cycles, and work closely with cross-functional teams to drive exceptional customer outcomes.

• Acquisition of new logos in an assigned territory, driving the full sales cycle from cold outreach to close.
• Fueling the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts.
• Developing comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
• Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization
• Ability to create alignment across teams to accelerate deals
• Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement
• Relationship Building: Adept at establishing credibility with both technical developers and executive leadership
• Mindset: Pure focus on acquiring new logos with a record to prove it
• Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions
• The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller
• AI Mindset: Use new technologies for performance advantage and deal structuring
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions
• Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date