# Mid Market Account Executive - Rockies

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

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/8386050?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/job/mid-market-account-executive-rockies-a04589f4-bdf/

## Description

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

**Key Responsibilities:**

- Own territory & build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of booked opportunities.

- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.

- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.

- Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy.

- Executive negotiation & closing: Lead high-stakes contract and pricing discussions.

- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics and modern data architectures.

- Cross-functional partnership: Work 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 & qualification skills with demonstrated ability to apply MEDDPICC or equivalent frameworks.

- Compelling value storytelling and executive-level presentation skills.

- Strong negotiation chops with a history of landing multi-year, high-ACV contracts.

- Technical & cloud fluency with comfort discussing observability, security, and cloud cost optimization.

- Collaborative mindset & coachability with a track record of partnering effectively with internal teams.

- Open Source enthusiasm with a genuine appreciation for open-source communities.

**Nice to Have:**

- Prior experience at an open-source or developer-centric infrastructure company.

- Familiarity with observability or security analytics use cases.

**Compensation:**

- The typical starting OTE range for new hires in this role is $157,300-$248,900 USD.

- The role is eligible to participate in Elastic's stock program.

- The company offers a range of benefits, including a company-matched 401k and a holistic emphasis on employee well-being.

For more fresh new jobs, check out [yubhub.co](https://yubhub.co/).

## Skills

### Required
- MEDDPICC
- SaaS
- cloud economics
- observability
- security
- open-source

### Nice to have
- developer-centric infrastructure
- security analytics

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/8386050?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)