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Mid-Market Account Executive - NY, NJ, CT

United States

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at .

Elastic is searching for a Field Account Executive to expand our current Mid-Market customer accounts. Our Account Executives are individual contributors, focused on building new business, upselling existing customers and securing renewals within accounts across companies with a focused spend profile aligned to this segment. This person will be working with our customers who are successfully leveraging Elastic cloud solutions across their organization. Are you ready to go along a journey using the most exciting technology at Elastic to solve business challenges and accelerate growth within our Mid-Market business? If so, we'd love to hear from you!

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What You Will Be Doing:
  • Manage the complete and complex sales-cycles often presenting to C-level executives the value and ROI/Business Case of Elastic's solutions
  • Develop a territory plan and manage a pipeline that will fuel the ongoing growth of the business enabling you to exceed your quarterly and annual sales quota
  • Share the value of the Elastic portfolio across Search, Observability & Security offering for on-prem, cloud, hybrid, and generative AI offerings.
  • Accelerate and grow net new in an account set consisting of roughly 20 to 30 accounts
  • Identify and qualify new opportunities within existing accounts by using creativity, inbound lead flow, personal prospecting efforts, contacts, and partners
  • Work cross functionally with our sales development, marketing, partner, product and customer service teams to deliver outstanding results
  • Negotiate pricing and contractual terms as required to close the sale
  • Accurately forecast profitable and predictable territory performance and required resources through adherence of our sales process
What You'll Need To Be Successful
  • 3-5 years' field sales experience in the software industry
  • A track-record of success in selling SaaS subscriptions using a sales methodology that has led to growing and managing current customers and new use cases
  • Ability to align technology solutions to sophisticated, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems
  • Strong ability to demonstrate value proposition & return on investment in complex environments to a wide variety of individuals; technical and/or executive audiences.
  • Track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives
  • Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results
  • Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills
  • Ability to work individually and on a collective team in a fast paced and continuously growing and evolving environment!

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 OTE range for 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.

Additionally, this role is still eligible to participate in Elastic's equity plan, 401k plan, and a range of other benefits offered with a holistic emphasis on employee well-being. If you need additional details on our benefits, please review the US Benefits page on Wiki.

The typical salary range for this role is:

$78,700 - $107,500 USD

The typical starting Target Variable range for this role is:

$78,600 - $107,500 USD

The typical On-Target Earnings (OTE) range for this role is:

$157,300 - $215,000 USD

Additional Information - We Take Care of Our People
As a distributed company, diversity drives our identity. 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. Your age is only a number. It doesn't matter if you're just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.
  • Competitive pay based on the work you do here and not your previous salary
  • Health coverage for you and your family in many locations
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Double your charitable giving - We match up to $1500 (or local currency equivalent)
  • Up to 40 hours each year to use toward volunteer projects you love
  • Embracing parenthood with minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Please see here for our Privacy Statement.


Client-provided location(s): United States
Job ID: elasticsearch-5886523
Employment Type: Other