Mid Market Account Executive

Remote, the UK·Added 11 days ago (last checked 8 Oct)

Elastic

25 open roles

Apply

Overview

Job details

Fully remote
Per the ad.

Skills

Nice to have

Requirements

What we're looking for

The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.
Proven Track Record: Success in SaaS subscription sales in Mid -Market accounts, evidenced by overachievement.
Mindset: Pure focus on acquiring new logos with a record to prove it.
Value Storytelling: The ability to craft tailored narratives that link Elastic's technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical.
Executive negotiation & closing: Lead high-stakes contract and pricing discussions
Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date.
Ability to create alignment across teams to accelerate deals
AI Mindset: Use new technologies for performance advantage and deal structuring
Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions

The role

Elastic, 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 Elastic 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 - Elastic's complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What you'll do

Drive Adoption: Fuel the adoption of Elastic's AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones.
Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
Identify New Use Cases: Showcase how Elastic's solutions enable users to work more efficiently and intelligently.
Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth.
Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

What Is The Role

Elastic, the Search Analytics company, is seeking a dynamic Mid-Market Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.

We are seeking a Mid-Market Account Executive dedicated to expanding Elastics footprint into a designated set of existing customers. In this role, you will own the full sales cycle-from outreach to close-focused entirely on evangelising and expanding Elastics portfolio in an assigned territory. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth.

Hiring process

4 steps4 interviewsa task to do

Application
Recruiter screen
With a recruiter · 30 min
A short phone or Zoom introduction with the recruitment team to answer questions before formal interviews.
Department interviews
With peers, hiring manager and leadership · 45–90 min
Several rounds within your department: peer, hiring manager and leadership interviews assessing fit for the role.
Panel presentation
With a panel · 45–90 min · Not every role
Role-play scenarios or product demonstrations that simulate the job.
Technical assessment
60–90 min · Not every role
Online skills assessment or portfolio review: technical deep dive or coding exercise with a proctor.
Decision · With a recruiter

The decision may take longer when several candidates interview for the same role.
Most interviews are virtual; some roles include on-site interviews.

About Elastic

Industry: Search and Observability
Founded: 2012
Employees: 1,000–5,000
Headquarters: Mountain View, USA
Website: elastic.co

In their own words

Additional information

As a distributed company, diversity drives our identity. Whether you're looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn't matter if you're just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

Competitive pay based on the work you do here and not your previous salary
Health coverage for you and your family in many locations
Ability to craft your calendar with flexible locations and schedules for many roles
Generous number of vacation days each year
Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
Up to 40 hours each year to use toward volunteer projects you love
Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries' export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

Please see here for our Privacy Statement.

All open roles at Elastic