Mid-Market Account Executive - Pursuit/Hunter (Southeast)

Elastic, the Search AI Company, is seeking a high-energy Mid-Market Account Executive to drive net-new revenue within strategic Large Corporate accounts in the Southeast region of Florida, United States.

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

Key Responsibilities:

• Develop and execute a proactive outbound strategy to generate ≥50% of booked opportunities
• Conduct deep discovery and qualification using frameworks like MEDDPICC to pursue high-confidence deals
• Craft and deliver tailored narratives and live demos mapping 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, defend value, and secure multi-year consumption commitments
• Position Elastic as the Search AI platform of choice by discussing 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 5+ years of experience closing complex Large Corporate/Enterprise deals
• Expert discovery and qualification skills using MEDDPICC or equivalent frameworks
• Compelling value storytelling and executive-level presentation skills
• Strong negotiation skills with a history of landing multi-year, high-ACV contracts
• Technical and cloud fluency, comfortable discussing observability, security, and cloud cost optimization
• Collaborative mindset and coachability, with a genuine appreciation for open-source communities

Compensation:

• The typical starting On-Target Earnings (OTE) range for this role is $188,800-$298,700 USD, comprising a 50/50 pay mix of base salary and target variable
• The typical starting salary range is $94,400-$149,400 USD
• The typical starting Target Variable range is $94,400-$149,300 USD

Benefits:

• Competitive pay based on performance
• Health coverage for employees and their 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 of volunteer project time per year
• Parental leave policy with a minimum of 16 weeks