Mid Market Account Executive

Elastic

Confirmed live yesterday Low trust

Quick summary

Work type: On-site
Location: —
Posted: 14 days ago
Freshness: Confirmed live yesterday

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Salary context

How this pay compares to similar roles

Similar $172k

$102k most similar roles pay here $230k

This listing doesn't post a salary. Most similar roles pay $126,787–$217,450.

Based on 240 similar postings.

Employer

About Elastic

Elastic is the company behind Elasticsearch and the Elastic Stack (Elasticsearch, Kibana, Beats, and Logstash). It sells search, observability, and security products built on that search engine, primarily through its Elastic Cloud managed service.

Elastic currently has 240 open roles on FindRole.

Listed pay typically runs $133,100–$210,600 across 91 roles with salary data.

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At a glance

TL;DR · Mid Market Account Executive

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The Mid Market Account Executive joins the sales team to drive adoption of the Search AI platform across a designated territory. This role involves owning the full sales cycle, from initial outreach to closing, while focusing on expanding the company's footprint within both new and existing mid-market accounts. You will act as a trusted advisor to help customers solve complex data problems by leveraging search, observability, and security solutions. Key responsibilities include identifying new use cases, navigating complex sales cycles using MEDDPICC frameworks, and collaborating with cross-functional teams like Solutions Architects and Marketing. The ideal candidate possesses technical curiosity, cloud fluency regarding economics and architecture, and experience in SaaS subscription sales. You must be able to articulate the value of open-source offerings while translating technical capabilities into measurable business outcomes for both developers and executive leadership.

Skills

Search AI Observability Security SaaS Open Source Data Architecture MEDDPICC CRM AI

What you'll do

Own the full sales cycle from initial outreach to closing deals within a designated territory.
Drive adoption of AI-powered search, observability, and security solutions in new and existing accounts.
Conduct deep discovery and qualification using frameworks like MEDDPICC to identify high-confidence opportunities.
Translate technical capabilities into value-based narratives that link products to measurable business outcomes.
Manage complex sales cycles by navigating contract negotiations and pricing discussions with executive leadership.
Develop strategic territory growth plans leveraging community, customer, and partner ecosystems.
Advocate for the value of both advanced commercial features and open-source offerings.
Collaborate with cross-functional teams like Solutions Architects and Customer Success to accelerate deals.

What we're looking for

Proven track record of success in SaaS subscription sales within Mid-Market accounts.
Ability to manage the full sales cycle from initial outreach to closing high-stakes contracts.
Proficiency in using MEDDPICC or similar frameworks for deep discovery and qualification.
Capability to translate technical capabilities into value-based narratives for executive leadership.
Fluency in cloud economics, usage-based pricing, and modern data architectures.
Technical proficiency in discussing security, observability, vector search, and cloud cost optimization.
Ability to provide accurate sales forecasting and maintain up-to-date CRM records.
Export controls.

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