Elastic

Elastic

Mid-Market Account Executive - Expand - Bay Area

San Francisco, CA · Mid

Sponsorship not specified$94k-$135kDetected 1 day ago
ElasticsearchSIEMAccessibilityCRMSalesAccount ManagementNegotiationOutbound SalesCustomer SuccessCadenceCollaborationPublic Speaking

About the role

  • Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale - unleashing the potential of businesses and people.
  • This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration-and is critical to our growth in the Enterprise segment.

Responsibilities

  • Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
  • Craft and deliver tailored narratives and live demos that map Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
  • Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders.

Requirements

  • Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
  • 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.
  • Whether you're looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life.
  • Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
  • Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
  • Technical & 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.
  • If you're driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we'd love to talk. Apply today!
  • Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).
  • The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
  • An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Skills

  • 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.
  • Apply today!
  • On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).
  • The typical starting salary range for this role is:
  • $94,400 - $135,000 USD
  • The typical starting Target Variable range for this role is:
  • The typical starting On-Target Earnings (OTE) range for this role is:
  • $188,800 - $270,000 USD
  • Additional Information - We Take Care of Our People
  • As a distributed company, diversity drives our identity.

Compensation

  • for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).
  • On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).
  • The typical starting OTE range for new hires in this role is listed below.
  • This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.
  • We may ultimately pay more or less than the posted range, and the range may be modified in the future.
  • An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Benefits

  • Our total rewards package also 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.
  • Generous number of vacation days each year
  • Health coverage for you and your family in many locations
  • Ability to craft your calendar with flexible locations and schedules for many roles

Company info

  • Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
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This listing is sourced directly from Elastic's careers page and normalized into a canonical job model.