Mid-Market Account Executive - Pursuit/Hunter (Northeast)

Elastic, the Search AI Company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration.

• Own your territory and build pipeline: develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of booked opportunities.
• Deep discovery and qualification: use frameworks like MEDDPICC to chase only the highest-confidence deals.
• Value storytelling and demos: craft and deliver tailored narratives and live demos mapping 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 maintain ≥90% forecast accuracy within ±10%.
• 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.

• 5+ years of proven SaaS quota-carrying success, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery and qualification skills with MEDDPICC or equivalent frameworks.
• Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Strong negotiation skills: history of landing multi-year, high-ACV contracts while protecting margin.
• Technical and cloud fluency: comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset and coachability, embodying Elastic’s values of community and openness.
• Genuine appreciation for open-source communities and the Elastic model.

Compensation is base salary plus variable component, together comprising On-Target Earnings (OTE) based on a 50/50 pay mix. The typical starting OTE range is $188,800—$298,700 USD. Base salary range: $94,400—$149,400 USD. Target variable range: $94,400—$149,300 USD.

• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
• Eligibility to participate in Elastic’s stock program.
• Health coverage for you and your family in many locations.
• Flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• Minimum of 16 weeks of parental leave.
• Up to $2000 match for financial donations and service.
• Up to 40 hours each year for volunteer projects.

Apply via the job posting page.