Mid Market Account Executive

Elastic; Berlin; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Fully paid health coverage

Flexible location and schedule

Generous vacation days

Parental leave

Volunteer time

Charitable giving match

Job summary

Elastic is seeking a results-driven sales professional to drive adoption of its AI-powered search, observability, and security solutions within Mid-Market accounts in Germany. You will act as a trusted advisor, translating complex data challenges into tangible business outcomes.

In this role you will articulate cloud economics, pricing models, and open-source value, while collaborating with Solutions Architects, Customer Success, and RevOps to accelerate deals and expand Elastic's footprint.

Qualifications

• Experience using MEDDPICC or similar framework to qualify deals.
• Track record in SaaS subscription sales, especially mid-market accounts.
• Appreciation for Open-Source models and community contributions.
• Ability to discuss cloud economics, pricing models, and data architectures.

Responsibilities

• Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face
• Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings
• Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently
• Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes

Skills

MEDDPICC framework

SaaS subscription sales

Open-source mindset

Cloud economics

Cross-functional collaboration

Job description

• Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones
• Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face
• Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings
• Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently
• Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth
• Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

Executive negotiation & closing: Lead high-stakes contract and pricing discussionsThe Right Blend: A combination of high-level technical curiosity and the grit of a value-based sellerMutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to dateAI Mindset: Use new technologies for performance advantage and deal structuringProven Track Record: Success in SaaS subscription sales in Mid -Market accounts, evidenced by overachievementTechnical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimizationOpen-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutionsMindset: Pure focus on acquiring new logos with a record to prove itAbility to create alignment across teams to accelerate dealsValue Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is criticalRelationship Building: Adept at establishing credibility with both technical developers and executive leadershipIf you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk.