Mid-Market Account Executive

About the role

Elastic, the Search AI company behind a search, observability and security platform used by more than 50% of the Fortune 500, is seeking a Mid-Market Account Executive in Sydney. The role drives net-new revenue and expansion within mid-market accounts in an assigned territory, combining technical curiosity with a value-based selling approach.

Key responsibilities

• Drive adoption of Elastic's AI-powered search, observability and security solutions in new mid-market accounts and deepen engagement with existing ones.
• Act as a trusted advisor, helping customers turn data into actionable insights.
• Position Elastic as the search AI platform of choice, speaking fluently about cloud economics, usage-based pricing and modern data architectures.
• Solve complex data problems and showcase new use cases for Elastic's solutions.
• Advocate for the value of commercial features while promoting the open-source offering.
• Develop business plans using community, customer and partner ecosystems to grow the territory.
• Manage complex sales cycles, uncover pain, budget and decision criteria using frameworks such as MEDDPICC, and lead high-stakes contract and pricing negotiations.
• Work closely with Solutions Architects, Customer Success, Marketing and RevOps.

Required profile

• Proven success in SaaS subscription sales to mid-market accounts, with overachievement.
• Able to tell a value story linking search, observability and security to measurable business outcomes.
• Comfortable discussing security, observability, vector and traditional search, and cloud cost optimization.
• Strong relationship building with technical developers and executive leadership, and accurate, consistent forecasting.
• Enthusiasm for the open-source model and community.

Bonus points

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with security solutions.

What we offer

• Competitive pay based on performance, not previous salary.
• Health coverage for you and your family in many locations.
• Flexible locations and schedules for many roles.
• Generous vacation days each year.
• Matching of up to $2,000 (or local currency equivalent) for donations and service, and up to 40 hours per year for volunteering.
• Minimum of 16 weeks of parental leave.