Senior Mid Market Account Executive

ABOUT THE ROLE We are seeking a dynamic Senior Mid Market Account Executive to join Elastic, the Search AI Company. As a Senior 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 role requires a blend of high-level technical curiosity and the gravitas of a value-based seller, as you will be navigating new organizations and demonstrating the value of advanced search technology to stakeholders. WHAT YOU'LL DO As a Senior 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 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, assisting them in harnessing 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 Senior Mid Market Account Executive, 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 keep your CRM up to date - 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