Elastic
Mid Market Account Executive - Bay Area, CA
$79K–$249K
United States · Full-time · Posted Oct 22, 2026
- Experience
- 3+ years closing complex SaaS deals.
- Visa sponsorship
- For individuals located in or nationals of listed sanctioned countries or regions, an export license may be required as a condition of employment.
About the job
Own a Bay Area mid-market territory, generate new business, and close complex SaaS deals for Elastic’s Search AI platform.
What you'll do
- Build pipeline through proactive outbound activity and qualify opportunities using MEDDPICC or similar frameworks.
- Deliver tailored presentations and demos, negotiate contracts, and close multi-year consumption commitments.
- Manage deal plans and forecasts, partnering with Solutions Architects, Customer Success, Marketing, and RevOps.
What they ask for
- 3+ years closing complex SaaS deals and consistently exceeding quota in a consumption-based or usage-model environment.
- Demonstrated discovery and qualification skills using MEDDPICC or an equivalent framework.
- Track record of executive-level presentations and demos tied to business outcomes.
- Strong negotiation skills and technical fluency in cloud, observability, security, search, and cloud cost optimization.
Nice to have
- Experience at an open-source or developer-centric infrastructure company.
- Familiarity with observability or security analytics use cases; OSS sales or advocacy experience is a bonus.
Pay
$78,700 — $124,500 USD (base salary); $78,600 — $124,400 USD (target variable); $157,300 — $248,900 USD (OTE)
Tools
MEDDPICC, Search, Observability, Security, vector/traditional search, cloud
AI focus
Sell Elastic’s Search AI platform and connect its search, observability, and security capabilities to customer business outcomes.
Model-written summary · the original posting is authoritative