Mid Market Account Executive, Southeast (Expand)

Elastic

9h • $157,300 - $248,900

About The Position

Elastic is seeking a high-energy Mid Market Account Executive to drive net-new revenue within existing Mid Market accounts. The position owns a defined Southeast territory and is responsible for building pipeline, presenting the Elastic Search AI Platform, and closing complex, multi-stakeholder deals in a consumption-based model. The role combines sales execution, technical fluency, and cross-functional collaboration to support growth in the Mid Market segment.

The Account Executive develops outbound opportunities, qualifies customer needs, presents tailored value narratives and demonstrations, manages deal strategy and forecasts, negotiates contracts and pricing, and builds customer commitments. The role partners with Solutions Architects, Customer Success, Marketing, and RevOps to advance deals and support customer outcomes. Compensation consists of base salary and target variable compensation with a 50/50 pay mix. The stated starting OTE range is $157,300–$248,900 USD, and the role is eligible for Elastic's stock program.

Requirements

• At least 3 years of success closing complex SaaS deals and consistently exceeding quota in a consumption-based or usage-model environment.
• Demonstrated ability to apply MEDDPICC or equivalent qualification frameworks to maintain disciplined pipelines and remove low-probability deals.
• Track record of executive-level presentations and demonstrations that connect product capabilities to financial or risk-related outcomes.
• Experience negotiating multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Comfort discussing technical topics including observability, security, vector and traditional search, and cloud cost optimization.
• Collaborative, coachable approach; ability to work effectively with internal teams, incorporate feedback, and embody Elastic's values of community and openness.
• Genuine appreciation for open-source communities and the Elastic model.

Nice To Haves

• Experience selling or advocating in an open-source context.
• Experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability use cases involving logs, metrics, and traces, or security analytics use cases such as SIEM/XDR.

Responsibilities

• Own a defined territory and develop and execute proactive outbound outreach through email, phone, and social channels, generating at least 50% of booked opportunities.
• Conduct discovery and qualification to identify customer pain, business impact, budget, and decision criteria, using frameworks such as MEDDPICC.
• Develop and deliver tailored value narratives and live demonstrations connecting Elastic Search, Observability, and Security capabilities to measurable business outcomes.
• Collaborate with customers on formal close plans, maintain current CRM records, and achieve at least 90% forecast accuracy within ±10%.
• Lead contract and pricing negotiations, defend value, structure give/get trades, and secure multi-year consumption commitments.
• Position Elastic as a Search AI platform by explaining cloud economics, usage-based pricing, and modern data architectures.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive customer outcomes.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Health coverage for employees and their families in many locations.
• Flexible locations and schedules for many roles.
• Generous annual vacation days.
• Matching of up to $2,000, or local currency equivalent, for financial donations and service.
• Up to 40 hours each year for volunteer projects.
• At least 16 weeks of parental leave.
• Eligibility to participate in Elastic's stock program.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed