Mid‑Market SaaS Account Executive — AI, Cloud & Growth

Elasticsearch B.V.; California; Hybrid; USD 79,000 - 125,000; Full time

Benefits offered by this job

Health coverage for you and family

401k with company match

Flexible locations and schedules

Generous vacation days

Donation matching up to $2000

Volunteer time (up to 40 hours/year)

Parental leave (minimum 16 weeks)

Stock program eligibility

Job summary

Elastic is seeking a high-energy Mid Market Account Executive to drive net-new revenue in mid-market accounts. You’ll own a defined territory, build your own pipeline, and close complex multi-stakeholder deals in a consumption-based model.

You will collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals, deliver measurable business outcomes, and speak fluently about cloud economics and security.

Qualifications

• 3+ years closing complex SaaS deals in quota-bearing roles.
• Expert discovery and qualification using MEDDPICC or equivalent.
• Proven ability to deliver executive-level presentations and demos.
• Strong negotiation skills for multi-year, high-ACV contracts.
• Technical awareness across observability, security, and cloud costs.
• Collaborative mindset and coachability; aligns with Elastic values.
• Open source interest or OSS-context experience is a plus.

Responsibilities

• Own your territory and build pipeline with an outbound cadence to generate ≥50% of booked opportunities.
• Perform deep discovery and qualification to prioritize high-confidence deals.
• Deliver tailored value stories and live demos mapping Elastic capabilities to business outcomes.
• Maintain forecast accuracy and CRM hygiene with ≥90% forecast accuracy within ±10%.
• Lead contract and pricing discussions to close multi-year consumption commitments.
• Speak fluently about cloud economics and data architectures to position Elastic.
• Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps.

Skills

SaaS quota-carrying

MEDDPICC framework

Executive storytelling

Negotiation chops

Technical & cloud fluency

Collaboration

Open Source enthusiasm

Job description

Elastic is seeking a high-energy Mid Market Account Executive to drive net-new revenue in mid-market accounts. You’ll own a defined territory, build your own pipeline, and close complex multi-stakeholder deals in a consumption-based model.

You will collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals, deliver measurable business outcomes, and speak fluently about cloud economics and security.