Mid Market Account Executive, Pursuit

Elastic, the Search AI Company, is seeking a 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, and close complex, multi-stakeholder deals in a consumption-based model.

Key Responsibilities:

• Develop and execute a proactive outbound cadence to generate ≥50% of booked opportunities
• Conduct deep discovery and qualification using frameworks like MEDDPICC
• Craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes
• Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy within ±10%
• Lead high-stakes contract and pricing discussions
• Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures
• Work closely 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 and qualification skills using MEDDPICC or equivalent frameworks
• Compelling value storytelling and presentation skills
• Strong negotiation skills with a history of landing multi-year, high-ACV contracts
• Technical and cloud fluency with comfort discussing observability, security, and cloud cost optimization
• Collaborative mindset with a learner attitude
• Open Source enthusiasm with a genuine appreciation for open-source communities

Compensation:

• The typical starting OTE range for new hires in this role is $157,300-$248,900 USD
• The typical starting salary range for this role is $78,700-$124,500 USD
• The typical starting Target Variable range for this role is $78,600-$124,400 USD

Benefits:

• Competitive pay based on performance
• Health coverage for employees and families
• Flexible locations and schedules
• Generous vacation days
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Opportunities for financial donations and service
• Up to 40 hours per year for volunteer projects
• Parental leave with a minimum of 16 weeks