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

Elastic, the Search AI company, is looking for a high-energy Mid-Market Account Executive to drive net-new revenue within strategic Large Corporate accounts.

You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

Responsibilities:

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of your 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.
• Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps.

Requirements:

• Proven SaaS quota-carrying success: 5+ years closing complex Large Corporate/Enterprise deals.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts.
• Technical & cloud fluency: Comfortable discussing technical topics including observability, security, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams.

Compensation: The typical starting OTE range for new hires in this role is $188,800-$298,700 USD.

Benefits:

• Competitive pay
• Health coverage for you and your family
• Flexible locations and schedules
• Generous number of vacation days
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings