Account Executive - Mid Market
Elasticsearch · Bengaluru · onsite · Posted 70d ago
Undisclosed2–5 yrsfulltimeSourced from
About a minute. You'll make an account on the way through.
About this role
Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You ll be the owner of a defined territory where you ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. 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.
What You Will Be Doing
- Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates 50 % of your booked opportunities.
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic s Search, Observability, and Security capabilities to measurable business outcomes.
- Mutual 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 %.
- Executive negotiation & closing: Lead high-stakes contract and pricing discussions-defend your value, structure give/get trades, and land multi-year consumption commitments.
- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
- Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
What You Bring
- Proven SaaS quota-carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
- Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
- 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.
- 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.
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.
Disclaimer: This job description has been sourced from a public domain and may have been modified by Naukri.com to improve clarity for our users. We encourage job seekers to verify all details directly with the employer via their official channels before applying.
Sourced from naukri
Skills
observabilitycrmCraftCadenceExportOpen sourceelastic searchOSScustomer successOutboundenterprise accountAnalyticsCloud Cost OptimizationCloud EconomicscloudSAASSalesPostersAi PlatformmarketingArtificial Intelligence
About Elasticsearch
Elasticsearch
None
US
₹37.2L PA avg
Avg at Elasticsearch
About
Elasticsearch, part of Elastic, is a global technology company specializing in search, observability, and security solutions. Its flagship product, Elasticsearch, is widely used for real-time data search, logging, monitoring, and analytics across industries. The company empowers organizations to harness large-scale data efficiently, offering scalable, open-source-based solutions that drive insights, performance, and security. With a strong focus on innovation and cloud-native technologies, Elastic supports businesses in managing and analyzing complex data environments.
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DatabaseData VisualizationInformation Technology
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