Mid Market Account Executive, (Whitespace) at Elastic

Elastic

United Kingdom·3d ago

Mid LevelFull-timeAWSElasticsearchAI

Salary Range

$54,188 - $73,313 /year

Estimated

This salary is estimated based on similar roles. The actual salary may vary.

About the Role

Elastic, the Search AI company, is seeking a Mid Market Account Executive to drive net-new revenue within new accounts. This role involves building your own pipeline, telling the Elastic Search AI story, and closing complex deals in a consumption-based model.

Key Responsibilities

→Own your territory and build pipeline: Develop and execute a proactive outbound cadence that generates at least 50% of your booked opportunities.
→Deep discovery and qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
→Value storytelling and demos: Craft and deliver tailored narratives and live demos that map Elastic’s capabilities to measurable business outcomes.
→Mutual deal strategy and forecast accuracy: Collaborate with customers to build formal close plans and maintain forecast accuracy.
→Executive negotiation and closing: Lead high-stakes contract and pricing discussions.
→Domain and cloud acumen: Speak fluently about cloud economics, usage-based pricing, and modern data architectures.
→Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Requirements

✓Proven SaaS quota-carrying success: 5+ years closing new logo deals in a consumption-based environment.
✓Expert discovery and qualification skills: Ability to apply MEDDPICC or equivalent frameworks.
✓Compelling value storytellers: Track record of delivering executive-level presentations.
✓Strong negotiation chops: History of landing multi-year, high-ACV contracts.
✓Technical and cloud fluency: Comfortable discussing technical topics including observability, security, and cloud cost optimization.
✓Collaborative mindset and coachability: A learner who partners effectively with internal teams.
✓Open Source enthusiasm: Genuine appreciation for open-source communities.