Strategic Mid-Market SaaS Account Executive

Elastic; San Francisco (CA); On-site; USD 79,000 - 125,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

401k matching

Volunteer time (40 hours)

Job summary

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

You’ll work at the intersection of sales execution, technical fluency, and cross-functional collaboration, partnering with Solutions Architects and the broader Elastic teams to

Qualifications

• 3+ years closing complex SaaS deals in a consumption-based or usage-based model.
• Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline.

Responsibilities

• Own territory and build pipeline with proactive outbound activities.
• Perform discovery to identify pain, impact, budget, and decision criteria.
• Deliver tailored value stories and live demos mapping Elastic capabilities to business outcomes.
• Maintain CRM accuracy and forecast with a goal of ≥90% accuracy within ±10%.
• Lead contract and pricing discussions to close multi-year, high-ACV deals.
• Discuss cloud economics, usage-based pricing, and data architectures to position Elastic effectively.
• Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS quota carrying

MEDDPICC

Value storytelling

Negotiation

Cloud fluency

Collaboration

Open source enthusiasm

Job description

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

You’ll work at the intersection of sales execution, technical fluency, and cross-functional collaboration, partnering with Solutions Architects and the broader Elastic teams to