Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role Elastic, the Search AI company, is seeking a dynamic Field Sales Account Executive Mid Market. As an integral part of our growth strategy, you will play a key role in expanding our presence within mid market customer accounts. This is an opportunity for those who are passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data. What You Will Be Doing - Drive the adoption of Elastic's AI-powered solutions by deepening our engagement with existing accounts and engaging with new groups within these customers. - Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights. - Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently. - Collaborate closely with various Elastic business functions to ensure an exceptional customer experience. - Proactively identify new business opportunities with customers, successfully navigating complex sales cycles. - Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within your territory. What You Bring - A proven track record in SaaS subscription sales, particularly with cross sell motions within accounts, evidenced by quota overachievement and strong customer references. - In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM. - Adept at building relationships and establishing credibility with both developers and executives. - Consistent and accurate sales forecasting skills using SFDC. - Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions. - Prior experience selling into the Enterprise accounts included in this territory. Bonus Points - Experience in selling within an Open Source model. If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you! Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $78,700—$124,500 USD The typical starting Target Variable range for this role is: $78,600—$124,400 USD The typical starting On-Target Earnings (OTE) range for this role is: $157,300—$248,900 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

• Develop and implement named Account or Territory plans geared at maximising expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success • Develop and execute strategic sales plans to achieve company sales goals • Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and closing deals • Develop relationships with C-level and other executive relationships • Understand client needs and propose appropriate solutions to meet those needs • Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction • Negotiate contracts and pricing agreements with clients • Provide accurate forecasting and account planning and sales forecasts to management • Stay updated on industry trends and competitors to maintain a competitive edge • Travel to meet clients and attend industry events • Build sales strategies for designated territory or named Accounts • Be the main Atlassian point of contact or escalation point for designated Accounts • Run strategy plays to identify opportunities and build long relationships with your customers • Work with complex sales cycles and collaborate with the Channel sales organisation to build sales strategies for designated territories and named accounts

• Develop and implement named account or territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success. • Work with team members in the channel sales organization to build sales strategies for designated territory or named accounts. • Prospect and qualify leads within the defined mid-market customer segment. • Conduct product demonstrations and presentations to showcase the value proposition to potential clients. • Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction. • Provide regular sales forecasts, reports, and updates to management. • Travel occasionally to meet clients, attend industry events, conferences, and team gatherings as required.

• Develop and implement named Account or Territory plans • Maintain full Account ownership while coordinating with a variety of roles • Work closely with colleagues in the Solution Engineer, Inside Sales, Channel, and Renewal teams • Team up with the Renewals Team to maximise customer health and retention