Mid Market Account Executive

The role

You will own the full sales cycle to expand the Elastic footprint within a designated set of existing Mid-Market customers. You will drive adoption of AI-powered search, observability, and security solutions by solving complex data problems.

What you will do

• Drive adoption of Elastic’s AI-powered search, Observability and Security solutions.
• Assist users and customers in harnessing search analytics.
• Position Elastic as the Search AI platform by discussing cloud economics and data architectures.
• Address intricate data challenges for customers.
• Articulate the value of commercial features and advocate for Open-Source offerings.
• Showcase how solutions enable users to work more efficiently.
• Develop business plans leveraging community, customer, and partner ecosystems.
• Manage complex sales cycles and identify new opportunities.
• Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Required qualifications

• High-level technical curiosity and the grit of a value-based seller.
• Success in SaaS subscription sales in Mid-Market accounts with a record of overachievement.
• Focus on acquiring new logos.
• Ability to craft narratives linking technical capabilities to business outcomes.
• Lead high-stakes contract and pricing discussions.
• Comfortable discussing security, observability, vector/traditional search, and cloud cost optimization.
• Adept at establishing credibility with technical developers and executive leadership.
• Consistent, predictable and accurate sales forecasting skills.
• Ability to create alignment across teams.
• Use new technologies for performance advantage and deal structuring.
• Enthusiasm for the Open-Source model and the community.

Benefits

• Competitive pay based on the work you do.
• 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.
• Match up to $2000 for financial donations and service.
• Up to 40 hours each year to use toward volunteer projects.
• Minimum of 16 weeks of parental leave.

Before you apply

• An export license may be required if you are located in or are a national of Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea regio

About the company

Elastic is the Search AI Company that enables everyone to find answers in real time using all their data at scale. The Elastic Search AI Platform is used by more than 50% of the Fortune 500.