Description
We are seeking a dynamic Mid-Market Account Executive to join our team. As a Mid-Market Account Executive, you will be responsible for driving net-new revenue and expansion within Mid-Market Accounts in an assigned territory. You will fuel the adoption of Elastic's AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones. You will assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. You will position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. You will move beyond simple transactions to address the intricate data challenges our customers face. You will articulate the value of our advanced commercial features while advocating for our Open-Source offerings. You will showcase how Elastic's solutions enable users to work more efficiently and intelligently. You will develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth. You will proactively identify new opportunities and successfully manage complex sales cycles. You will uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. You will work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
To succeed in this role, you will need a combination of high-level technical curiosity and the gravitas of a value-based seller. You will need proven track record of success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement. You will need 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. You will need executive negotiation and closing skills. You will need technical and cloud fluency. You will need relationship-building skills. You will need mutual deal strategy and forecast accuracy. You will need the ability to create alignment across teams to accelerate deals. You will need an AI mindset. You will need open-source appreciation.