Senior Mid Market Account Executive

Responsibilities

• Own territory and build pipeline through proactive outbound cadences
• Conduct deep discovery and qualification using MEDDPICC frameworks
• Deliver tailored value narratives and live product demos
• Manage mutual deal strategies and maintain high forecast accuracy
• Lead executive negotiations and high-stakes contract discussions
• Position Elastic Search AI platform through cloud and data architecture fluency
• Partner cross-functionally with Solutions Architects, Marketing, and RevOps

Requirements

• 5+ years of experience closing complex SaaS deals
• Proven success in consumption-based or usage-model environments
• Expertise in MEDDPICC or equivalent qualification frameworks
• Strong track record of executive-level presentations and demos
• Ability to negotiate multi-year, high-ACV contracts
• Technical fluency in observability, security, and cloud economics
• Collaborative mindset and coachability
• Enthusiasm for open-source communities

Preferred Qualifications

• Prior experience at an open-source or developer-centric infrastructure company
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR)

About the Company

Elastic, the Search AI Company, enables businesses to find answers in real time using all their data at scale. The Elastic Search AI Platform is used by more than 50% of the Fortune 500 to deliver cloud-based solutions for search, security, and observability.