Mid Market Account Executive
Job description
A Mid-Market Account Executive role focused on 100% net-new revenue generation, owning the full sales cycle from cold outreach to close to acquire new logos in an assigned territory. The role sells Elastic's AI-powered search, observability and security solutions into new Mid-Market accounts.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote
- Pay
- EUR 135,200 – 213,900 / year
What you'll do
- Fuel the adoption of Elastic's AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones
- Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights
- Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures
- Move beyond simple transactions to address the intricate data challenges our customers face
- Articulate the value of our advanced commercial features while advocating for our Open-Source offerings
- Showcase how Elastic's solutions enable users to work more efficiently and intelligently
- Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth
- Proactively identify new opportunities and successfully manage complex sales cycles
- Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals
- Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes
What we're looking for
- A combination of high-level technical curiosity and the grit of a value-based seller
- Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement
- Pure focus 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 is critical
- Lead high-stakes contract and pricing discussions
- Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization
- Adept at establishing credibility with both technical developers and executive leadership
- Consistent, predictable and accurate sales forecasting skills; collaborate with customers to build formal close plans and keep your CRM up to date
- Ability to create alignment across teams to accelerate deals
- Use new technologies for performance advantage and deal structuring
- Enthusiasm for the Open-Source model and the community relying on our solutions
Benefits
- 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
- 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
- Minimum of 16 weeks of parental leave
Apply
About Elastic
The Search AI Company
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 — securing and protecting private information more effectively — Elastic's complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.
Mission
Enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people.
Key facts
- Search AI / software
- The Elastic Search AI Platform is used by more than 50% of the Fortune 500
- Distributed company
- Offers search, observability, and security solutions
- Advocates for the Open-Source model
What they value
- Diversity drives our identity
- Balance great work with great life
- Parity of benefits across regions
- Taking care of our people