Elastic
Mid Market Account Executive, Pursuit
$79K–$249K
United States · Full-time · Posted Jul 24, 2026
- Experience
- 3+ years closing complex SaaS deals.
- Visa sponsorship
- For applicants located in or nationals of listed sanctioned countries or regions, an export license may be required as a condition of employment.
About the job
Drives net-new revenue in a defined Mid Market territory by building pipeline, selling Elastic’s Search AI platform, and closing complex consumption-based deals.
What you'll do
- Generate pipeline through proactive outbound prospecting and qualify opportunities using MEDDPICC or equivalent frameworks.
- Deliver tailored presentations and demos, negotiate contracts, and close multi-year consumption commitments.
- Manage deal plans and forecasts while partnering with Solutions Architects, Customer Success, Marketing, and RevOps.
What they ask for
- 3+ years closing complex SaaS deals and consistently exceeding targets in a consumption-based or usage-model environment.
- Demonstrated ability to use MEDDPICC or equivalent qualification frameworks.
- Track record of executive-level presentations and demos tied to measurable business outcomes.
- Experience negotiating multi-year, high-ACV contracts and fluency discussing technical topics including observability, security, search, and cloud cost optimization.
Nice to have
- Prior experience at an open-source or developer-centric infrastructure company.
- Familiarity with observability or security analytics use cases.
Pay
$78,700 — $124,500 USD base salary; $78,600 — $124,400 USD target variable; $157,300 — $248,900 USD total pay (OTE).
Tools
MEDDPICC, Search, Observability, Security, vector/traditional search, cloud
AI focus
Sells Elastic’s Search AI platform and explains its capabilities to customers.
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