Mid Market Account Executive

ABOUT THE ROLE We are seeking a dynamic Mid-Market Account Executive to join Elastic, the Search AI Company. As a Mid-Market Account Executive, you will be responsible for driving the adoption of Elastic's AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones. This is an exciting opportunity to drive our next phase of growth by acquiring new logos in an assigned territory and expanding in current accounts. WHAT YOU'LL DO As a Mid-Market Account Executive, you will own the full sales cycle from cold outreach to close, focused entirely on acquiring new logos in an assigned territory. Your responsibilities will include: - Driving the adoption of Elastic's AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones - Being a trusted advisor to users and customers, helping them harness the full power of search analytics to transform data into actionable insights - Positioning Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures - Solving complex problems by moving beyond simple transactions to address the intricate data challenges our customers face - Championing Open Source by articulating the value of our advanced commercial features while advocating for our Open-Source offerings - Identifying new use cases and showcasing how Elastic's solutions enable users to work more efficiently and intelligently - Developing comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth - Proactively identifying new opportunities and successfully managing complex sales cycles - Uncovering pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to chase only the highest-confidence deals - Working hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes WHAT YOU'LL NEED To excel as a Mid-Market Account Executive at Elastic, you will need: - A combination of high-level technical curiosity and the grit of a value-based seller - A proven track record of success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement - A mindset focused on acquiring new logos with a record to prove it - The ability to craft tailored narratives that link Elastic's technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation - Executive negotiation and closing skills - Technical and cloud fluency, comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization - Relationship building skills, adept at establishing credibility with both technical developers and executive leadership - Consistent, predictable and accurate sales forecasting skills, collaborating with customers to build formal close plans and keeping your CRM up to date - An ability to create alignment across teams to accelerate deals - An AI mindset, using new technologies for performance advantage and deal structuring - Open-Source appreciation, enthusiasm for the Open-Source model and the community relying on our solutions WHY REMOTE As a distributed company, diversity drives our identity. Whether you're looking to launch a new career or grow an existing one, Elastic is the type of company where