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

**Company**: Elastic
**Location**: Pennsylvania, United States
**Experience**: mid
**Job type**: full-time
**Salary**: $94,400-$149,400 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/8053957?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_de03dd24-e12

## Description

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

## Skills

### Required
- MEDDPICC
- SaaS
- cloud economics
- usage-based pricing
- modern data architectures
- observability
- security
- vector/traditional search
- cloud cost optimization

### Nice to have
- open-source communities
- Elastic model
- observability (logs, metrics, traces)
- security analytics (SIEM/XDR)

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/8053957?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)