Elastic16.04.2026
Mid Market Account Executive (Expansion)
United Kingdom
Обязанности
- 01Own your territory & build pipeline: Develop and execute an appropriate outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities
- 02Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals
- 03Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes
- 04Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %
- 05Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments
- 06Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures
- 07Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes
Требования
- 01Proven SaaS quota‐carrying success: 5+ years in Account management and increasing customer value, consistently overachieving targets in a consumption-based or usage-model environment
- 02Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals
- 03Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated
- 04Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in
- 05Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization
- 06Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness
- 07Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context
Условия
- 01Competitive pay based on the work you do here and not your previous salary
- 02Health coverage for you and your family in many locations
- 03Ability to craft your calendar with flexible locations and schedules for many roles
- 04Generous number of vacation days each year
- 05Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
- 06Up to 40 hours each year to use toward volunteer projects you love
- 07Embracing parenthood with minimum of 16 weeks of parental leave