Mid Market Account Executive

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

Elastic, the Search Analytics company, is seeking a dynamic Mid-Market Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and securit...

We are seeking a Mid-Market Account Executive dedicated to 100% net-new revenue generation. In this role, you will own the full sales cycle—from cold outreach to close—focused entirely on acquiring new logos in an assigned territory. If you excel at navigating new organizations and demonstrating the value of advance...

Elastic, the Search Analytics company, is seeking a dynamic Mid-Market Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.
Drive Adoption: 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.
Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
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.
Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.
Proven Track Record: Success in SaaS subscription sales in Mid -Market accounts, evidenced by overachievement.
Mindset: Pure focus on acquiring new logos with a record to prove it. 
Value Storytelling: 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.
Executive negotiation & closing: Lead high-stakes contract and pricing discussions
Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
Mutual deal strategy & forecast accuracy: 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
AI Mindset: Use new technologies for performance advantage and deal structuring
Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions.

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!
Compensation for this role is in the form of base salary plus a variable component.
At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.
The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position.
The typical starting On-Target Earnings range (Base Salary + Variable) for this role is:
€135.200—€213.900 EUR
Additional Information - We Take Care of Our People
As a distributed company, diversity drives our identity. Whether you’re 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’t matter if you’re 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 minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an