Mid Market Account Executive (Pursuit)

Role overview

Join Elastic as a Mid Market Account Executive (Pursuit). You will drive net-new revenue in Mid Market accounts by building your own pipeline and closing complex, multi-stakeholder deals.

Responsibilities

• Build and execute a proactive prospecting cadence to generate opportunities.
• Perform deep discovery and qualification to identify the best opportunities.
• Deliver tailored narratives and demos that connect Elastic’s capabilities to business outcomes.
• Collaborate with clients to develop formal close plans.
• Maintain forecast accuracy of at least 90%.
• Lead high-stakes contract negotiations and close deals.

Requirements

• Track record of delivering executive-level presentations and demos tied to real outcomes (cost savings, revenue gain, risk mitigation).
• Collaborative mindset with coachability and ability to work effectively with internal teams.
• Strong discovery & qualification skills using MEDDPICC (or equivalent) to run disciplined pipeline and avoid low-probability deals.
• Technical and cloud fluency, comfortable discussing topics such as observability, security, vector/traditional search, and cloud cost optimization.
• Open source enthusiasm (bonus if you’ve sold/advocated in an OSS context).
• SaaS quota-carrying experience: 3+ years closing complex SaaS deals and consistently overachieving targets in consumption/usage-based environments.
• Proven negotiation skills: ability to land multi-year, high-ACV contracts while protecting margin and securing executive buy-in.
• Experience selling at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs/metrics/traces) or security analytics (SIEM/XDR) use cases.

Nice to have

• Experience advocating for or selling within open source (OSS) contexts.