Account Executive - Mid Market

Elastic
Bengaluru
Workplace: OnsiteFull timeFunction: SalesExperience: 5+ yearsSkills: ["High-energy","Negotiation","Executive communication","Collaboration","Coachability"]

Drive net-new revenue and expansion across strategic enterprise accounts as an Account Executive for the mid-market segment. Own your territory and build pipeline through proactive outbound cadence, using MEDDPICC-style discovery to qualify high-confidence opportunities. Deliver tailored value storytelling and demos across Search, Observability, and Security, then negotiate multi-year, consumption-based commitments with accurate forecasting and strong executive stakeholder alignment.

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FursaFursa
Elastic
Elastic
17 hours ago

Account Executive - Mid Market

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Source: Company careers pageValidated by: Fursa AI
Last checked: 8 hours agoStatus: Live

Job Summary

Drive net-new revenue and expansion across strategic enterprise accounts as an Account Executive for the mid-market segment. Own your territory and build pipeline through proactive outbound cadence, using MEDDPICC-style discovery to qualify high-confidence opportunities. Deliver tailored value storytelling and demos across Search, Observability, and Security, then negotiate multi-year, consumption-based commitments with accurate forecasting and strong executive stakeholder alignment.
Location: Bengaluru
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory and build a proactive outbound pipeline to generate at least 50% of booked opportunities.
  • •Conduct deep discovery to uncover pain, business impact, budget, and decision criteria using MEDDPICC frameworks.
  • •Deliver tailored value storytelling and live demos mapping Elastic Search, Observability, and Security to measurable outcomes.
  • •Collaborate with customers on close plans and maintain CRM updates to achieve at least 90% forecast accuracy within ±10%.
  • •Lead high-stakes contract and pricing negotiations to land multi-year consumption commitments and defend Elastic’s value.

Pay and Benefits

Perks:Health InsuranceParental LeavePaid LeaveVolunteer Time

Key Requirements

  • •5+ years closing complex Enterprise deals and consistently overachieving SaaS quota in a consumption/usage-based environment.
  • •Ability to apply MEDDPICC (or equivalent) for disciplined discovery, qualification, and elimination of low-probability deals.
  • •Track record delivering executive-level presentations and demos that connect product capabilities to measurable business outcomes.
  • •Demonstrated negotiation skills landing multi-year, high-ACV contracts while protecting margin and securing stakeholder buy-in.
  • •Comfort discussing technical topics such as observability, security, vector/traditional search, and cloud cost optimization.
Experience:5+ yearsSaaSEnterprise software
Skills:High-energyNegotiationExecutive communicationCollaborationCoachability
Languages:English
Tech Stack:MEDDPICCObservabilitySIEMXDRVector searchTraditional searchCloud economicsUsage-based pricingCRM

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