Mid Market Account Executive (West)

Join Elastic, the Search AI company, as a Mid Market Account Executive. In this role, you will drive net-new revenue within Mid Market accounts, build your own pipeline, and close complex, multi-stakeholder deals. You will collaborate with various internal teams and have the opportunity to make a significant impact on the company's growth. Benefits include fully paid health coverage, flexible location and schedule, generous vacation days, parental leave, and charitable giving matching.

About Elastic

If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!

Responsibilities

• Développer et exécuter une cadence proactive de prospection pour générer des opportunités.
• Effectuer des découvertes approfondies et des qualifications pour identifier les besoins des clients.
• Collaborer avec les clients pour élaborer des plans de clôture formels et maintenir une précision de prévision d'au moins 90%.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals

Requirements

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context

Preferred

• Proven SaaS quota‐carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases
• Prior experience at an open-source or developer‐centric infrastructure company

Pay

USD 78,700 - 248,900