Elastic

2 days ago

Mid Market Account Executive, Pursuit

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 2 hours agoStatus: Live

Job Summary

Drive net-new revenue in Mid Market territory by building your own pipeline through proactive outbound and disciplined discovery/qualification. Deliver tailored Search, Observability, and Security value stories with live demos, collaborate on close plans and forecast hygiene, and lead complex multi-stakeholder negotiations to land multi-year consumption commitments. Partner closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and improve customer outcomes.

Location: United States

Workplace: Onsite

Employment Type: Full time

Job Function: Sales

Seniority: Mid level

Key Responsibilities

•Own a defined Mid Market territory and build pipeline via proactive outbound (email, call, social) to generate ≥50% of booked opportunities.
•Conduct deep discovery and qualification to uncover pain, business impact, budget, and decision criteria, using MEDDPICC to focus on high-confidence deals.
•Craft and deliver tailored narratives and live demos mapping Elastic Search, Observability, and Security to measurable business outcomes.
•Collaborate with customers to build close plans and maintain CRM updates, targeting ≥90% forecast accuracy within ±10%.
•Lead executive contract and pricing negotiations to defend value and land multi-year consumption commitments, partnering cross-functionally to accelerate deals.

Pay and Benefits

Salary: USD 78,700 - 124,500

Equity and Bonus:Equity

Perks:Health Insurance401kPaid LeaveParental Leave

Key Requirements

•3+ years closing complex SaaS deals and overachieving targets in a consumption-based/usage-model environment.
•Ability to apply MEDDPICC (or equivalent) for discovery, qualification, and pipeline discipline.
•Track record delivering executive-level presentations and live demos that connect product capabilities to measurable business outcomes.
•History negotiating and landing multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
•Comfort discussing technical topics including observability, security, vector/traditional search, and cloud cost optimization.

Experience:3+ yearsSaaSOpen sourceObservabilitySecurity analytics

Skills:NegotiationPresentationCollaborationCoachabilityValue storytelling

Languages:English

Tech Stack:MEDDPICCCRMObservabilitySecurityVector searchTraditional searchSIEMXDRCloud cost optimization

Company Brief

Elastic

Builds the Elastic Stack (Elasticsearch, Kibana, Beats, Logstash) and provides search, observability, and security solutions that enable organizations to search, analyze, and protect data in real time across applications, infrastructure, and enterprises.

Industry: Data Infrastructure

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: Amsterdam, Netherlands

Founded: 2012

Website LinkedIn

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Elastic

2 days ago

Mid Market Account Executive, Pursuit

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 2 hours agoStatus: Live

Job Summary

Location: United States

Workplace: Onsite

Employment Type: Full time

Job Function: Sales

Seniority: Mid level

Key Responsibilities

•Own a defined Mid Market territory and build pipeline via proactive outbound (email, call, social) to generate ≥50% of booked opportunities.
•Conduct deep discovery and qualification to uncover pain, business impact, budget, and decision criteria, using MEDDPICC to focus on high-confidence deals.
•Craft and deliver tailored narratives and live demos mapping Elastic Search, Observability, and Security to measurable business outcomes.
•Collaborate with customers to build close plans and maintain CRM updates, targeting ≥90% forecast accuracy within ±10%.
•Lead executive contract and pricing negotiations to defend value and land multi-year consumption commitments, partnering cross-functionally to accelerate deals.

Pay and Benefits

Salary: USD 78,700 - 124,500

Equity and Bonus:Equity

Perks:Health Insurance401kPaid LeaveParental Leave

Key Requirements

•3+ years closing complex SaaS deals and overachieving targets in a consumption-based/usage-model environment.
•Ability to apply MEDDPICC (or equivalent) for discovery, qualification, and pipeline discipline.
•Track record delivering executive-level presentations and live demos that connect product capabilities to measurable business outcomes.
•History negotiating and landing multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
•Comfort discussing technical topics including observability, security, vector/traditional search, and cloud cost optimization.

Experience:3+ yearsSaaSOpen sourceObservabilitySecurity analytics

Skills:NegotiationPresentationCollaborationCoachabilityValue storytelling

Languages:English

Tech Stack:MEDDPICCCRMObservabilitySecurityVector searchTraditional searchSIEMXDRCloud cost optimization

Company Brief

Elastic

Industry: Data Infrastructure

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: Amsterdam, Netherlands

Founded: 2012

Website LinkedIn