Senior Mid-Market Account Executive

Elastic
Mumbai
Workplace: OnsiteFull timeFunction: SalesExperience: 10+ yearsSkills: ["Negotiation","Value storytelling","Executive communication","Collaboration","Coachability"]

Drive net-new revenue and account expansion for a defined mid-market territory, owning outbound pipeline creation and managing complex, multi-stakeholder deals in a usage-based model. Lead disciplined discovery and qualification using MEDDPICC, deliver tailored value storytelling and demos across Elastic’s Search, Observability, and Security capabilities, and maintain high forecast accuracy with updated CRM hygiene. Negotiate multi-year contracts, aligning close plans through cross-functional collaboration with Solutions Architects, Customer Success, Marketing, and RevOps.

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FursaFursa
Elastic
Elastic
5 days ago

Senior Mid-Market Account Executive

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Source: Company careers pageValidated by: Fursa AI
Last checked: 11 hours agoStatus: Live

Job Summary

Drive net-new revenue and account expansion for a defined mid-market territory, owning outbound pipeline creation and managing complex, multi-stakeholder deals in a usage-based model. Lead disciplined discovery and qualification using MEDDPICC, deliver tailored value storytelling and demos across Elastic’s Search, Observability, and Security capabilities, and maintain high forecast accuracy with updated CRM hygiene. Negotiate multi-year contracts, aligning close plans through cross-functional collaboration with Solutions Architects, Customer Success, Marketing, and RevOps.
Location: Mumbai
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a defined territory and build pipeline through proactive outbound cadence (email, call, social).
  • •Perform deep discovery and qualification around pain, impact, budget, and decision criteria using MEDDPICC.
  • •Craft and deliver tailored narratives and live demos mapping Elastic capabilities to business outcomes.
  • •Collaborate with customers on close plans and maintain CRM hygiene with ≥90% forecast accuracy within ±10%.
  • •Lead executive contract and pricing negotiations to land multi-year consumption commitments.

Pay and Benefits

Perks:Health InsuranceParental LeaveVolunteer Time

Key Requirements

  • •10+ years closing complex SaaS deals, consistently overachieving in a consumption/usage-based environment.
  • •Strong discovery and qualification using MEDDPICC (or equivalent) to eliminate low-probability opportunities.
  • •Ability to deliver executive-level presentations and live demos that tie product value to measurable business outcomes.
  • •Proven negotiation skills landing multi-year, high-ACV contracts while protecting margin and securing stakeholder buy-in.
  • •Comfort discussing technical topics including observability, security, search (vector/traditional), and cloud cost optimization.
Experience:10+ yearsSaaSUsage-basedObservabilitySecurity analyticsOpen sourceEnterpriseMid-market
Skills:NegotiationValue storytellingExecutive communicationCollaborationCoachability
Languages:English
Tech Stack:MEDDPICCCRMObservabilitySIEMXDRLogsMetricsTracesVector searchTraditional searchUsage-based pricingCloud economics

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