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

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 looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll be the owner of 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.

• Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities.
• Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
• Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%.
• Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
• Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

• 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
• Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.

• 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 is base salary plus variable component, comprising On-Target Earnings (OTE) based on a 50/50 pay mix. The typical starting OTE range is $188,800—$298,700 USD. The typical starting base salary range is $94,400—$149,400 USD, and the typical starting target variable range is $94,400—$149,300 USD. Elastic also offers a stock program, a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, health coverage for you and your family in many locations, flexible locations and schedules for many roles, generous vacation days, up to $2000 match for financial donations and service, up to 40 hours each year for volunteer projects, and a minimum of 16 weeks of parental leave.

Elastic is an equal opportunity employer and is committed to creating an inclusive culture. Qualified applicants will receive consideration without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by law. To request an accommodation, email candidate_accessibility@elastic.co.