Elastic
Mid Market Account Executive, Southeast (Expand)
$79K–$249K
United States · Full-time · Posted Oct 22, 2026
- Experience
- 3+ years closing complex SaaS deals.
- Visa sponsorship
- An export license may be required as a condition of employment for applicants located in or nationals of the listed sanctioned countries and regions.
About the job
Drives new revenue within existing mid-market accounts by building pipeline, positioning Elastic’s Search AI platform, and closing complex consumption-based deals.
What you'll do
- Develop outbound pipeline, qualify opportunities, and deliver tailored presentations and demos.
- Build customer close plans, maintain accurate forecasts, and negotiate multi-year consumption commitments.
- Partner with Solutions Architects, Customer Success, Marketing, and RevOps to advance deals and support customer outcomes.
What they ask for
- 3+ years closing complex SaaS deals and consistently exceeding quota in a consumption-based or usage-model environment.
- Demonstrated MEDDPICC or equivalent discovery and qualification skills.
- Track record of executive-level presentations and demos tied to business outcomes.
- History of negotiating multi-year, high-ACV contracts and fluency in technical topics including 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 also a bonus.
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, CRM, Search, Observability, Security, vector/traditional search, SIEM/XDR
AI focus
Positions and sells Elastic’s Search AI platform and explains its capabilities to customers; no AI product development duties are stated.
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