Account Executive - Mid Market

About the role

Elastic, the Search AI Company, is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts on the Elastic Search AI Platform. You will own a defined territory, build your own pipeline through proactive outbound cadences, and close complex, multi-stakeholder deals in a consumption-based model. Day-to-day work includes deep discovery using MEDDPICC, crafting value storytelling and demos for Search, Observability, and Security capabilities, and leading executive negotiations. This role is based in Bangalore, India, and operates as a distributed/hybrid position.

What you’ll do

• Own territory and build pipeline by developing and executing a proactive outbound cadence (email, call, social) generating ≥50% of booked opportunities
• Conduct deep discovery and qualification using frameworks like MEDDPICC to chase only highest-confidence deals
• Craft and deliver 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 and maintain CRM accuracy with ≥90% forecast accuracy within ±10%
• Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and land multi-year consumption commitments
• Position Elastic as the Search AI platform by speaking fluently about cloud economics, usage-based pricing, and modern data architectures
• Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive customer outcomes

What you’ll bring

• 5+ years closing complex Enterprise deals with consistent overachievement of targets
• Proven SaaS quota-carrying success in a consumption-based or usage-model environment
• Demonstrated ability to apply MEDDPICC or equivalent frameworks for disciplined pipeline management
• Track record of delivering executive-level presentations and demos tying capabilities to business outcomes
• History of landing multi-year, high-ACV contracts while protecting margin and securing stakeholder buy-in
• Technical and cloud fluency covering observability, security, vector/traditional search, and cloud cost optimization
• Collaborative mindset with coachability and ability to partner across internal teams
• Genuine appreciation for open-source communities and the Elastic model (bonus if OSS sales experience)

Skills

Benefits

• Competitive pay based on the work performed, not previous salary
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous number of vacation days each year
• Up to $2000 match for financial donations and service, plus up to 40 hours/year for volunteer projects and minimum 16 weeks parental leave