Mid Market Account Executive, Pursuit

Elastic
United States
Workplace: OnsiteFull timeUSD 78,700 - 124,500Function: SalesExperience: 3+ yearsSkills: ["Negotiation","Presentation","Collaboration","Coachability","Value storytelling"]

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.

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FursaFursa
Elastic
Elastic
1 month ago

Mid Market Account Executive, Pursuit

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Last checked: 14 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
WebsiteLinkedIn