Mid-Market Account Executive - Pursuit/Hunter (Northeast)
$94,400–$149,400 year
On-siteNew York, United States
Job Summary
Develop and execute a proactive outbound cadence to generate ≥50% of booked opportunities, uncovering pain points and decision criteria using MEDDPICC frameworks. Craft tailored narratives and live demos mapping Elastic's Search, Observability, and Security capabilities to measurable business outcomes. Collaborate with customers to build formal close plans, maintain ≥90% forecast accuracy, and lead high-stakes contract negotiations to land multi-year consumption commitments. Partner closely with Solutions Architects, Customer Success, and RevOps to accelerate deals and drive exceptional customer outcomes. Own your defined territory, building your own pipeline while speaking fluently about cloud economics and modern data architectures.
Required Qualifications
- 5+ years closing complex Enterprise deals
- Consistently overachieving targets in a consumption-based or usage-model environment
- Demonstrated ability to apply MEDDPICC or equivalent frameworks
- Track record of delivering executive-level presentations and demos
- History of landing multi-year, high-ACV contracts
- Protecting margin
- Securing executive stakeholder buy-in
- Comfortable discussing a broad range of technical topics
- Observability
- Security
- Vector/traditional search
- Cloud cost optimization
- Collaborative mindset
- Coachability
- Partners effectively with internal teams
- Incorporates feedback
- Embodies Elastic's values of community and openness
- Prior experience at an open-source or developer-centric infrastructure company
- Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases
- Drive to build your own pipeline
- Master complex deal cycles
- Help customers unlock the power of Search AI
Desired Qualifications
- Bonus if you've sold or advocated in an OSS context
- Prior experience at an open-source or developer-centric infrastructure company
- Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases
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