Growth-Focused Mid Market AI SaaS Account Executive

Elastic; United States; Remote; USD 79,000 - 125,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Vacation days

Company matched 401k

Volunteer time

Donation matching

Parental leave

Job summary

Elastic, the Search AI Company, is seeking a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You will own a defined territory, build your pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

You will work cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals, with compensation comprising base salary plus a target variable.

Qualifications

• 3+ years closing complex SaaS deals in a consumption-based or usage-model environment.
• Expert in applying MEDDPICC or equivalent frameworks to drive disciplined pipeline.
• Proven track record delivering executive-level presentations and demos that connect product capabilities to dollars saved or revenue gained.
• Strong negotiation experience with multi-year, high-ACV contracts while protecting margins.
• Comfort discussing observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset, coachable, and aligned with Elastic values of community and openness.
• Open Source enthusiasm and OSS context experience is a plus.

Responsibilities

• Own territory and build pipeline with outbound cadence to generate opportunities.
• Perform deep discovery and qualification to identify high-confidence deals.
• Deliver tailored value narratives and live demos mapping Elastic capabilities to business outcomes.
• Maintain forecast accuracy and collaborate on formal close plans with customers.
• Lead contract and pricing discussions in high-stakes negotiations for multi-year commitments.
• Demonstrate domain and cloud acumen across observability, security, and data architectures.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS quota-carrying

MEDDPICC

Executive-level presentations

Negotiation

Technical & cloud fluency

Collaboration

Open Source Enthusiasm

Job description

Elastic, the Search AI Company, is seeking a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You will own a defined territory, build your pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

You will work cross-functionally with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals, with compensation comprising base salary plus a target variable.