Senior Mid-Market Account Executive

Elastic

Confirmed live 2 days ago High trust

Quick summary

Work type: On-site
Location: —
Posted: 11 days ago
Freshness: Confirmed live 2 days ago

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Salary context

How this pay compares to similar roles

Similar $181k

$110k most similar roles pay here $248k

This listing doesn't post a salary. Most similar roles pay $126,800–$234,287.

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 · Senior Mid-Market Account Executive

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As a Senior Mid-Market Account Executive, you will join the sales team to drive net-new revenue and expansion within strategic mid-market accounts. You will own a defined territory, building your own pipeline through proactive outbound outreach while managing complex, multi-stakeholder deals in a consumption-based model. Your daily responsibilities include performing deep discovery using MEDDPICC frameworks, delivering tailored demos of search, observability, and security capabilities, and leading high-stakes contract negotiations for multi-year commitments. You must possess technical fluency in cloud economics, usage-based pricing, and modern data architectures to position the Search AI platform effectively. The role requires expertise in navigating complex deal cycles, collaborating with cross-functional teams like Solutions Architects and RevOps, and addressing specific business problems related to vector search, security analytics, and infrastructure for organizations seeking to leverage structured and unstructured data.

Skills

Elastic Search Search AI Observability Security SIEM XDR SaaS Open Source MEDDPICC CRM Data Architecture Logs Metrics Traces

What you'll do

Execute proactive outbound cadences via email, phone, and social media to generate at least 50% of booked opportunities.
Conduct deep discovery and qualification using the MEDDPICC framework to identify pain points and decision criteria.
Deliver tailored narratives and live demonstrations that map product capabilities to measurable business outcomes.
Develop formal close plans with customers while maintaining high accuracy in CRM forecasting.
Lead high-stakes contract negotiations and pricing discussions to secure multi-year consumption commitments.
Position the platform by communicating fluently on cloud economics, usage-based pricing, and modern data architectures.
Partner with internal teams like Solutions Architects and Customer Success to accelerate deals and improve customer outcomes.

What we're looking for

Proven success in a SaaS quota-carrying role with 10+ years of experience closing complex deals.
Experience selling in consumption-based or usage-model environments.
Demonstrated ability to use MEDDPICC or equivalent frameworks for discovery and qualification.
Track record of delivering executive-level presentations and demos that link product capabilities to business outcomes.
Ability to negotiate multi-year, high-ACV contracts while protecting margins and securing stakeholder buy-in.
Technical fluency in observability, security, vector/traditional search, and cloud cost optimization.
Experience working with open-source communities or developer-centric infrastructure companies is preferred.
Familiarity with SIEM/XDR use cases or logs, metrics, and traces is a plus.