Mid-Market Account Executive - Pursuit/Hunter (Southeast)

Elastic
Florida
Workplace: OnsiteFull timeUSD 94,400 - 149,400 annuallyFunction: SalesExperience: 5+ yearsSkills: ["Cross-functional collaboration","Negotiation","Coachability","Community-minded","Value storytelling"]

Drive net-new revenue and expansion in strategic Enterprise accounts by building and executing a territory pipeline. Conduct disciplined discovery and qualification using MEDDPICC, craft executive-ready value stories with tailored demos across Search, Observability, and Security, and lead multi-stakeholder negotiations to close complex, multi-year consumption-based deals. Maintain accurate forecasting in CRM and partner closely with Solutions Architects, Customer Success, Marketing, and RevOps.

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FursaFursa
Elastic
Elastic
1 month ago

Mid-Market Account Executive - Pursuit/Hunter (Southeast)

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Source: Company careers pageValidated by: Fursa AI
Last checked: 6 hours agoStatus: Live
Reposted: similar role first listed 2 months ago

Job Summary

Drive net-new revenue and expansion in strategic Enterprise accounts by building and executing a territory pipeline. Conduct disciplined discovery and qualification using MEDDPICC, craft executive-ready value stories with tailored demos across Search, Observability, and Security, and lead multi-stakeholder negotiations to close complex, multi-year consumption-based deals. Maintain accurate forecasting in CRM and partner closely with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: Florida
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory and develop a proactive outbound cadence to generate booked opportunities.
  • •Uncover pain, business impact, budget, and decision criteria to qualify only highest-confidence deals.
  • •Deliver tailored narratives and live demos mapping Elastic Search, Observability, and Security to business outcomes.
  • •Collaborate on close plans and maintain CRM hygiene to achieve high forecast accuracy.
  • •Lead high-stakes contract and pricing negotiations to secure multi-year consumption commitments.

Pay and Benefits

Salary: USD 94,400 - 149,400 annually
Equity and Bonus:Equity
Perks:Health Insurance401kPaid LeaveParental Leave

Key Requirements

  • •5+ years closing complex Enterprise SaaS deals in a consumption-based or usage-model environment.
  • •Expert discovery and qualification using MEDDPICC (or equivalent frameworks) to build disciplined pipeline.
  • •Strong executive-level value storytelling through presentations and live demos tied to measurable business outcomes.
  • •Demonstrated negotiation ability to land multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
  • •Technical and cloud fluency to discuss observability, security, vector/traditional search, and cloud cost optimization.
Experience:5+ yearsSaaSEnterpriseConsumption-based salesUsage-based pricing
Skills:Cross-functional collaborationNegotiationCoachabilityCommunity-mindedValue storytelling
Languages:English
Tech Stack:CRMMEDDPICCObservabilitySIEMXDRVector search

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