Mid Market Account Executive (Expansion)
Core
Increase revenue within existing mid-market accounts by expanding the Elastic Search AI footprint and closing complex, multi-stakeholder deals in a consumption-based model.
Role type
Mid-market Account Executive (Expansion)
Builds
Elastic Search AI Platform (Search, Observability, Security)
Domain
Enterprise SaaS / Search AI / Cloud Infrastructure
Deliverable
production ML models | product features
Required skills
SaaS quota management, MEDDPICC framework application, executive-level value storytelling, complex deal negotiation, cloud economics fluency, cross-functional collaboration
Preferred skills
Open-source community advocacy, observability/security analytics domain knowledge
Technologies
Elastic Stack, Vector Search, SIEM, XDR, Cloud Cost Optimization
Responsibilities
Develop outbound cadence to generate ≥50% of booked opportunities; Uncover pain points and decision criteria using MEDDPICC; Deliver tailored narratives and live demos; Maintain ≥90% forecast accuracy; Lead high-stakes contract and pricing discussions; Position Elastic as the Search AI platform of choice; Partner with Solutions Architects and Customer Success.
Seniority
Mid-Senior, quota-carrying IC