Mid-Market Account Executive

Elastic the Search AI Company enables everyone to find the answers they need in real time using all their data at scale unleashing the potential of businesses and people. The Elastic Search AI Platform used by more than 50% of the Fortune 500 brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data securing and protecting private information more effectively Elastics complete cloud-based solutions for search security and observability help organizations deliver on the promise of AI.

The Role:

Elastic the Search Analytics company is seeking a dynamic Mid-Market Account Executive. To excel as an Account Executive at Elastic you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isnt just a product but a versatile search observability and security platform the role requires moving beyond simple transactions to solving complex data problems.

As a dynamic Mid-Market Account Executive you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Mid-Market Accounts in an assigned territory. This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics enabling them to unlock the full potential of their data.

What You Will Be Doing

• Drive Adoption: Fuel the adoption of Elastics AI-powered search solutions Observability and Security solutions within (new) Mid-Market accounts while deepening engagement with existing ones.
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics usage-based pricing and modern data architectures.
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
• Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
• Identify New Use Cases: Showcase how Elastics solutions enable users to work more efficiently and intelligently.
• Strategic Planning: Develop comprehensive business plans leveraging community customer and partner ecosystems to drive significant territory growth.
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
• Deep discovery & qualification: Uncover pain business impact budget and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects Customer Success Marketing and RevOps to accelerate deals and drive exceptional customer outcomes.

What You Bring

• The Right Blend: A combination of high-level technical curiosity and the gravitas of a value-based seller.
• Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts evidenced by overachievement.
• Value Storytelling: The ability to craft tailored narratives that link Elastics technical capabilities (Search Observability Security) to measurable business outcomes like revenue gain or risk mitigation is critical.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security observability vector/traditional search and cloud cost optimization.
• Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
• 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.
• Ability to create alignment across teams to accelerate deals
• AI Mindset: Use new technologies for performance advantage and deal structuring
• Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions.