Mid Market Account Executive

Elastic
United Kingdom
Workplace: OnsiteFull timeFunction: SalesSkills: ["Value-based selling","Relationship building","Executive negotiation","Sales forecasting","Cross-functional collaboration"]

Own the full sales cycle for mid-market customers in a designated territory, driving adoption and expansion of Elastic’s AI-powered search, observability, and security solutions. Partner with Solutions Architects and cross-functional teams to uncover needs, qualify opportunities using MEDDPICC, and craft value-based deal narratives. Lead negotiations and manage complex sales motions, leveraging cloud and data architecture fluency to solve customer data challenges and identify new use cases.

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Elastic
Elastic
2 days ago

Mid Market Account Executive

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Last checked: 5 hours agoStatus: Live

Job Summary

Own the full sales cycle for mid-market customers in a designated territory, driving adoption and expansion of Elastic’s AI-powered search, observability, and security solutions. Partner with Solutions Architects and cross-functional teams to uncover needs, qualify opportunities using MEDDPICC, and craft value-based deal narratives. Lead negotiations and manage complex sales motions, leveraging cloud and data architecture fluency to solve customer data challenges and identify new use cases.
Location: United Kingdom
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Drive adoption of Elastic’s AI-powered search, observability, and security solutions in new mid-market accounts and deepen engagement in existing ones.
  • •Serve as a trusted advisor to transform search analytics into actionable insights for customers.
  • •Identify and pursue new opportunities by uncovering pain, impact, budget, and decision criteria using MEDDPICC.
  • •Proactively manage complex sales cycles and develop comprehensive business plans to grow the territory.
  • •Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver customer outcomes.

Pay and Benefits

Perks:Health InsurancePaid LeaveParental Leave

Key Requirements

  • •Success in SaaS subscription sales in mid-market accounts, with evidence of overachievement.
  • •Ability to craft tailored value narratives linking Elastic’s search, observability, and security capabilities to business outcomes.
  • •Comfort discussing security, observability, vector/traditional search, and cloud cost optimization topics.
  • •Strong executive negotiation and closing skills for high-stakes contract and pricing discussions.
  • •Accurate forecasting and close-plan management, keeping CRM up to date.
Experience:SaaS
Skills:Value-based sellingRelationship buildingExecutive negotiationSales forecastingCross-functional collaboration
Languages:English
Tech Stack:MEDDPICCCRMVector searchTraditional searchCloud economicsUsage-based pricing

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