Growth-Oriented Mid Market Account Executive – AI/Cloud

Elastic; Mountain View (CA); On-site; USD 79,000 - 125,000; Full time

Benefits offered by this job

Health coverage

Flexible schedules/locations

Vacation days

401k match

Donation matching

Volunteer hours

Parental leave

Job summary

Elastic, the Search AI company, seeks a high-energy Mid Market Account Executive in Mountain View, CA to own a defined territory, build pipeline, and close complex, multi-stakeholder deals in a consumption-based model. You will combine sales execution, technical fluency, and cross-functional collaboration to fuel growth in Mid Market accounts.

You will develop a proactive outbound cadence, conduct deep discovery, deliver compelling value narratives and live demos, and maintain forecast accuracy

Qualifications

• 3+ years closing complex SaaS deals in a consumption-based or usage-model environment.
• Experience applying MEDDPICC or equivalent frameworks to pipeline.
• Proven ability to deliver executive-level presentations and demos mapping product to business value.
• History of landing multi-year contracts with favorable terms and renewals.
• Fluency in cloud/observability topics and cost optimization.
• Collaborative mindset aligned with Elastic values.
• Interest or experience with open source contexts.

Responsibilities

• Own territory and build pipeline, generating 50% of opportunities via outbound activity.
• Perform deep discovery and qualification to chase high-confidence deals using MEDDPICC.
• Deliver tailored value narratives and live demos of Elastic capabilities.
• Maintain forecast accuracy (target 90% within 10%).
• Lead negotiations and pricing discussions for multi-year consumption commitments.
• Discuss cloud economics and modern data architectures with customers.
• Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps.

Skills

SaaS sales

MEDDPICC

Executive storytelling

Negotiation

Cloud/observability

Cross-functional

OSS interest

Tools

CRM

Job description

Elastic, the Search AI company, seeks a high-energy Mid Market Account Executive in Mountain View, CA to own a defined territory, build pipeline, and close complex, multi-stakeholder deals in a consumption-based model. You will combine sales execution, technical fluency, and cross-functional collaboration to fuel growth in Mid Market accounts.

You will develop a proactive outbound cadence, conduct deep discovery, deliver compelling value narratives and live demos, and maintain forecast accuracy