Mid Market Account Executive - West

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. 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.

What Is The Role

Elastic is looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You'll own a defined territory where you'll 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, and is critical to our growth in the Mid Market segment.

What You Will Be Doing

• Own your territory and build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates 50% or more of your booked opportunities.
• Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Value storytelling and demos: Craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy and forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining 90% or more forecast accuracy within a 10% variance.
• Executive negotiation and closing: Lead high-stakes contract and pricing discussions, structure give/get trades, and land multi-year consumption commitments.
• Domain and 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 with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive customer outcomes.

What You Bring

• Proven SaaS quota-carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery and 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 and cloud fluency: Comfortable discussing observability, security, vector and traditional search, and cloud cost optimization.
• Collaborative mindset and coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic's values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model. Bonus if you have sold or advocated in an OSS context.

Bonus Points

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

Compensation

Compensation for this role is base salary plus a variable component, together comprising On-Target Earnings (OTE), based on a 50/50 pay mix. The typical starting base salary range is $78,700 to $124,500 USD. The typical starting Target Variable range is $78,600 to $124,400 USD. The typical starting OTE range is $157,300 to $248,900 USD. Final placement within the range depends on factors including education, qualifications, experience, skills, geographic location, performance, and business needs.

This role is eligible for Elastic's stock program. The total rewards package includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with other benefits focused on employee well-being.

Additional Information - We Take Care of Our People

Elastic is a distributed company where diversity drives our identity. Benefits include:

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous number of vacation days each year
• Donation matching up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year for volunteer projects
• Minimum of 16 weeks of parental leave

Elastic is an equal opportunity employer committed to an inclusive culture. Qualified applicants receive consideration without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, disability status, or any other protected basis. To request an accommodation during the application or recruiting process, email [email protected].