Mid-Market Account Executive - Pursuit/Hunter (Northeast)
What is The Role
Elastic, the Search AI company, is seeking a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. This role involves owning a defined territory, building a pipeline, deep discovery, qualification, value storytelling, mutual deal strategy, and closing complex, multi-stakeholder deals in a consumption-based model.
What You Will Be Doing
Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates at least 50% of your booked opportunities.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining at least 90% forecast accuracy within ±10%.
Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
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.
Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
What You Bring
Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
Tech & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.
Bonus Points
Prior experience at an open-source or developer-centric infrastructure company.
Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.
Additional Information
Apply here.
We Take Care of Our People:
Competitive pay based on the work you do here and not your previous salary.
Health coverage for you and your family in many locations.
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 a minimum of 16 weeks of parental leave.
We Are Committed to Diversity:
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds.
Compensation:
The typical starting OTE range for new hires in this role is $188,800—$298,700 USD.
Benefits:
Our total rewards package includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.