Mid Market Account Executive - Rockies

Elastic, the Search AI Company, is seeking a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts.

The successful candidate will own a defined territory, build their own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

Key Responsibilities:

• Own territory & build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics and modern data architectures.
• Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

Requirements:

• Proven SaaS quota-carrying success with 3+ years of experience closing complex SaaS deals.
• Expert discovery & qualification skills with demonstrated ability to apply MEDDPICC or equivalent frameworks.
• Compelling value storytelling and executive-level presentation skills.
• Strong negotiation chops with a history of landing multi-year, high-ACV contracts.
• Technical & cloud fluency with comfort discussing observability, security, and cloud cost optimization.
• Collaborative mindset & coachability with a track record of partnering effectively with internal teams.
• Open Source enthusiasm with a genuine appreciation for open-source communities.

Nice to Have:

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability or security analytics use cases.

Compensation:

• The typical starting OTE range for new hires in this role is $157,300-$248,900 USD.
• The role is eligible to participate in Elastic's stock program.
• The company offers a range of benefits, including a company-matched 401k and a holistic emphasis on employee well-being.