Mid Market Account Executive - Bay Area, CA

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

Benefits offered by this job

Stock program

Company-matched 401k

Comprehensive benefits

Job summary

Elastic in the United States is seeking a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You’ll own a defined territory, build pipeline, tell Elastic’s story, and close complex, multi-stakeholder deals in a consumption-based model.

The role sits at the intersection of sales execution, technical fluency, and cross‑functional collaboration, and offers a base salary plus a 50/50 target variable with a stock program and 401k matching.

Qualifications

• proven SaaS quota-carrying success with complex deals
• Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline
• Track record of delivering executive-level presentations and demos that tie product capabilities to business value
• History of landing multi-year, high-ACV contracts while protecting margins
• Comfortable discussing observability, security and cloud cost optimization

Responsibilities

• Own your territory and build pipeline with proactive outreach to generate opportunities.
• Perform discovery and qualification to uncover pain, impact, budget, and decision criteria.
• Deliver tailored value narratives and live demos mapping Elastic capabilities to business outcomes.
• Collaborate with customers to build formal close plans and maintain forecast accuracy.
• Lead negotiations and close multi-year consumption commitments.
• Speak fluently about cloud economics, usage-based pricing, and modern data architectures.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS quota carrying

MEDDPICC

Executive-level presentations

Negotiation

Cloud fluency

Job description

the company, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The the company Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — the company’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role

the company, the Search AI company, is looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the the company Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Mid Market segment.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map the company’s Search, Observability, and Security capabilities to measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
• Domain & cloud acumen: Position the company as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

What You Bring

• Proven SaaS quota‐carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
• Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies the company’s values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the the company model—bonus if you’ve sold or advocated in an OSS context.

Bonus Points

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

If 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.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

the company believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in the company's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$78,700—$124,500 USD

The typical starting Target Variable range for this role is:

$78,600—$124,400 USD