Elastic
Mid Market Account Executive - West
$79K–$249K
United States · Full-time · Posted Oct 22, 2026
- Experience
- 3+ years closing complex SaaS deals.
- Visa sponsorship
- Applicants located in or nationals of listed sanctioned countries or regions may require an export license 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 SaaS deals.
What you'll do
- Generate pipeline through proactive outbound activity, qualify opportunities, and deliver tailored value presentations and demos.
- Develop mutual close plans, maintain forecast accuracy and CRM records, and lead contract and pricing negotiations.
- 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 use of MEDDPICC or an equivalent discovery and qualification framework.
- Track record of executive-level presentations and demos tied to business outcomes, and negotiating multi-year, high-ACV contracts.
- Technical fluency in 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 is also 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 cost optimization, SIEM/XDR
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