# Mid-Market Account Executive

**Company**: Elastic
**Location**: Germany
**Experience**: mid
**Job type**: full-time
**Salary**: €135.200-€213.900 EUR
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/7995012?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_78629936-eab

## Description

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.

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.

**Responsibilities**

- Drive Adoption: 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.

- 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 Elastic’s 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.

**Requirements**

- The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.

- Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement.

- Mindset: Pure focus on acquiring new logos with a record to prove it.

- Value Storytelling: 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 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.

**Compensation** The typical starting On-Target Earnings range (Base Salary + Variable) for this role is: €135.200-€213.900 EUR.

**Benefits**

- Competitive pay based on the work you do here and not your previous salary.

- Health coverage for you and your family in many locations.

- Ability to craft your calendar with flexible locations and schedules for many roles.

- Generous number of vacation days each year.

- Increase your impact.

- We match up to $2000 (or local currency equivalent) for financial donations and service.

- Up to 40 hours each year to use toward volunteer projects you love.

- Embracing parenthood with minimum of 16 weeks of parental leave.

## Skills

### Required
- Search AI
- Cloud Economics
- Usage-Based Pricing
- Modern Data Architectures
- Observability
- Security
- Open-Source

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/7995012?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)