Mid Market Account Executive, Pursuit Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale \u2014 unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data \u2014 securing and protecting private information more effectively \u2014 Elastic\u2019s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is
The Role: Elastic, the Search AI company, is looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You\u2019ll be the owner of a defined territory where you\u2019ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration\u2014and is critical to our growth in the Mid Market segment. What You Will Be Doing: Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates \u226550% of your booked opportunities. Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic\u2019s Search, Observability, and Security capabilities to measurable business outcomes. Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining \u226590% forecast accuracy within \u00b110%. Executive negotiation & closing: Lead high-stakes contract and pricing discussions\u2014defend your value, structure give\/get trades, and land multi-year consumption commitments. Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring: Proven SaaS quota\u2010carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment. Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. 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. Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector\/traditional search, and cloud cost optimization. Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic\u2019s values of community and openness. Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model\u2014bonus if you\u2019ve sold or advocated in an OSS context.
Bonus Points: Prior experience at an open-source or developer\u2010centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM\/XDR) use cases. If you\u2019re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we\u2019d love to talk. Apply today! Additional Information - We Take Care of Our People: As a distributed company, diversity drives our identity. Whether you\u2019re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn\u2019t matter if you\u2019re just out of college or your children are; we need you for what you can do. We strive to have parity of
benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do. Competitive pay based on the work you do here and not your previous salary 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 Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service Up to 40 hours each year to use toward volunteer projects you love Embracing parenthood with a minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [email protected] . We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws and can view the following posters linked below: Family and Medical Leave Act (FMLA) Poster Employee Polygraph Protection Act (EPPA) Poster Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries\u2019 export controls and licensing
requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and\/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50\/50 pay mix (base salary \/ target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education,
qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash
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The Role: Elastic, the Search AI company, is looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You\u2019ll be the owner of a defined territory where you\u2019ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration\u2014and is critical to our growth in the Mid Market segment. What You Will Be Doing: Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates \u226550% of your booked opportunities. Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic\u2019s Search, Observability, and Security capabilities to measurable business outcomes. Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining \u226590% forecast accuracy within \u00b110%. Executive negotiation & closing: Lead high-stakes contract and pricing discussions\u2014defend your value, structure give\/get trades, and land multi-year consumption commitments. Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring: Proven SaaS quota\u2010carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment. Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. 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. Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector\/traditional search, and cloud cost optimization. Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic\u2019s values of community and openness. Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model\u2014bonus if you\u2019ve sold or advocated in an OSS context.
Bonus Points: Prior experience at an open-source or developer\u2010centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM\/XDR) use cases. If you\u2019re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we\u2019d love to talk. Apply today! Additional Information - We Take Care of Our People: As a distributed company, diversity drives our identity. Whether you\u2019re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn\u2019t matter if you\u2019re just out of college or your children are; we need you for what you can do. We strive to have parity of
benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do. Competitive pay based on the work you do here and not your previous salary 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 Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service Up to 40 hours each year to use toward volunteer projects you love Embracing parenthood with a minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [email protected] . We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws and can view the following posters linked below: Family and Medical Leave Act (FMLA) Poster Employee Polygraph Protection Act (EPPA) Poster Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries\u2019 export controls and licensing
requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and\/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50\/50 pay mix (base salary \/ target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education,
qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash
compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other
benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $78,700\u2014$124,500 USD The typical starting Target Variable range for this role is: $78,600\u2014$124,400 USD The typical starting On-Target Earnings (OTE) range for this role is: $157,300\u2014$248,900 USD ","url_params":"?gh_jid=8048319","preserved_params":{"gh_jid":"8048319"},"gh_jid":"8048319","templateJobContent":[{"id":33273251,"boilerplate_id":1138,"boilerplate_entry_id":33273251,"title":"Company Description","content":" Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale \u2014 unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data \u2014 securing and protecting private information more effectively \u2014 Elastic\u2019s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. ","ai_prompt":"Include all content from sections titled (or containing the following information):\n\n- About Elastic\n- Why Elastic?\n\nParagraphs starting with \"Elastic is a free and open search company...\"","ai_content_default":0,"ordinal":0,"scored":1,"locked":1,"include_title":0,"exportable":1,"template_id":139,"template_name":"Elastic Default","jid":3807385,"has_rulesets":false,"matched_ruleset":false,"rulesets":[]},{"id":33273252,"boilerplate_id":1137,"boilerplate_entry_id":33273252,"title":"What is
The Role:","content":" Elastic, the Search AI company, is looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You\u2019ll be the owner of a defined territory where you\u2019ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration\u2014and is critical to our growth in the Mid Market segment. ","ai_prompt":"Include all content from sections titled (or containing the following information):\n\n- Role Overview\n-
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Bonus Points:","content":" Prior experience at an open-source or developer\u2010centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM\/XDR) use cases. If you\u2019re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we\u2019d love to talk. Apply today! ","ai_prompt":"Include content from sections titled or containing:\n\n-
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Bonus Skills\n- \"If that's you, hopefully you also have...\"\n- \"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! \"\n- If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you!\n- Preserve bullet points and do not use dashes","ai_content_default":0,"ordinal":5,"scored":1,"locked":0,"include_title":1,"exportable":1,"template_id":139,"template_name":"Elastic Default","jid":3807385,"has_rulesets":false,"matched_ruleset":false,"rulesets":[]},{"id":33273257,"boilerplate_id":1142,"boilerplate_entry_id":33273257,"title":"Additional Information - We Take Care of Our People:","content":" As a distributed company, diversity drives our identity. Whether you\u2019re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn\u2019t matter if you\u2019re just out of college or your children are; we need you for what you can do. We strive to have parity of
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requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and\/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement. ","ai_prompt":"Include all compliance and legal disclosure statements.","ai_content_default":0,"ordinal":8,"scored":1,"locked":1,"include_title":0,"exportable":1,"template_id":139,"template_name":"Elastic Default","jid":3807385,"has_rulesets":false,"matched_ruleset":false,"rulesets":[]},{"id":33273260,"boilerplate_id":1143,"boilerplate_entry_id":33273260,"title":"Salary Information","content":"
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50\/50 pay mix (base salary \/ target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education,
qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash
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