# Mid Market Account Executive, Pursuit

**Company**: Elastic
**Location**: United States
**Experience**: mid
**Job type**: full-time
**Salary**: $157,300-$248,900
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/8048319?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_6be5319d-5b7

## Description

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

## Skills

### Required
- SaaS sales
- MEDDPICC
- cloud economics
- usage-based pricing
- modern data architectures
- observability
- security
- cloud cost optimization

### Nice to have
- open-source communities
- developer-centric infrastructure
- security analytics

---

Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/8048319?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)