Senior Account Executive, Elastic
Mid Market
Open source platform powering search, observability, security, and more
Posted today
Open source platform powering search, observability, security, and more
1001+ employees
Posted today
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller
- Proven Track Record: Success in SaaS subscription sales in Mid-Market accounts, evidenced by overachievement
- Mindset: Pure focus on acquiring new logos with a record to prove it
- Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical
- Executive negotiation & closing: Lead high-stakes contract and pricing discussions
- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization
- Relationship Building: Adept at establishing credibility with both technical developers and executive leadership
- Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date
- Ability to create alignment across teams to accelerate deals
- AI Mindset: Use new technologies for performance advantage and deal structuring
- Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions
What the job involves
- We are seeking a Mid-Market Account Executive dedicated to 100% net-new revenue generation.
- In this role, you will own the full sales cycle—from cold outreach to close—focused entirely on acquiring new logos in an assigned territory. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth
- Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones
- Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights
- 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
- Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face
- Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings
- Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently
- Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth
- Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals
- Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes
Our take
Organizations are dealing with exploding data volumes increasingly sophisticated cyber threats, and the growing expectation tha ttechnology should help act on problems, not just report them. Ai is moving from experimentation into real operations, especially in security and observability where speed and context are critical. So now, both enterprises and governments are looking for simpler, shared platforms that sale easily and reduce complexity rather than add to it.
And Elastic sits at the intersection of these needs with its Search AI Platform that helps organizations turn large amounts of structured and unstructured data into clear insights and actiontions across search, security, and observability. Elastic's strength lies in its open, flexible approach, which breaks down data silos and provides a context people and AI systems need to make daster, better decisions. The goal is straightforward: help teams see what's happening, understand it quickly, and respond confidently.
Recently, the company worked with CISA to deliver a unified, cloud-based SIEM for US federal agencies, this highlights strong trust in Elastic's security and scalability. Alongside this, its AWS Agentic AI Specialization also reflects leadership in making autonomous AI system practical and reliable. Together, these milestones position Elastic well for the future, as organizations increasingly rely on shared platforms and intelligent systems to manage ris, complexity, and growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2016
$58m
SERIES D
Jun 2014
$70m
SERIES C
Total funding: $162m
Company benefits
- Toast to your health: Fully paid health coverage for you and your family, in many locations.
- Craft your calendar: Flexible location and schedule for most roles.
- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
- Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).
Company HQ
Union Square, San Francisco, CA
Leadership
Ashutosh Kulkarni
(CEO)Ashutosh joined Elastic in 2021 as CPO, becoming CEO in 2022. Prior to this, he was an EVP and CPO of Enterprise at McAfee, a Senior VP and GM of Web Performance and Web Security at Akamai Technologies, and a Senior VP and GM of Informatica Cloud at Informatica.
Shay Banon
(Co-Founder & CTO)Shay co-founded Elastic in 2012 and has served as the CTO since.
Navam Welihinda
(CFO)Prior to joining Elastic in 2025, Navam was the CFO at Grammarly. He also spent nearly 8 years at HashiCorp as VP of Finance and CFO and was the Head of Finance, Compose at IBM for 1 year.
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