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. 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’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Elastic is seeking a dynamic Mid-Market Account Executive to drive net-new revenue and expansion within Mid-Market Accounts in an assigned territory. The role requires a blend of high-level technical curiosity and the gravitas of a value-based seller, moving beyond simple transactions to solving complex data problems.

• Drive adoption of Elastic’s AI-powered search, Observability, and Security solutions within new Mid-Market accounts while deepening engagement with existing ones.
• Act as a trusted advisor, helping users harness 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.
• Solve complex data challenges customers face.
• Champion open source by articulating the value of advanced commercial features while advocating for open-source offerings.
• Identify new use cases to enable users to work more efficiently and intelligently.
• Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive territory growth.
• Navigate complex sales cycles, proactively identifying new opportunities.
• Use frameworks like MEDDPICC for deep discovery and qualification to uncover pain, business impact, budget, and decision criteria.
• Partner cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

• Proven track record in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement.
• Focus on acquiring new logos with a record to prove it.
• Ability to craft tailored narratives linking Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation.
• Experience leading high-stakes contract and pricing discussions.
• Comfortable discussing 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 CRM up to date.
• AI mindset: use new technologies for performance advantage and deal structuring.
• Enthusiasm for the open-source model and community.
• Native or fluent German language skills.

The typical starting On-Target Earnings range (Base Salary + Variable) for this role is €135.200—€213.900 EUR. Elastic offers competitive pay, health coverage for you and your family in many locations, flexible locations and schedules for many roles, generous vacation days, up to $2000 (or local currency equivalent) match for financial donations and service, up to 40 hours each year for volunteer projects, and a minimum of 16 weeks of parental leave.

Apply via the job posting at https://jobs.elastic.co/jobs?gh_jid=7995012&gh_jid=7995012. For accommodation requests during the application or recruiting process, email candidate_accessibility@elastic.co.