Mid-market Account Executive - Northeast jobs at Elastic in United States, New York

• Driving demand and building awareness of Elastic Security within Enterprise accounts by partnering with Regional Enterprise Account Executives (AEs) and customers.
• Collaborating with Elastic Security Specialist SAs on account strategy, planning, and creative programs to generate qualified pipeline.
• Evangelizing Elastic Security by communicating our unique value and demonstrating our commercial features across SIEM, endpoint, and cloud security use cases.
• Acting as a player/coach, mentoring Regional AEs on how to effectively position and sell Elastic Security.
• Working closely with Security Product and Engineering teams to stay current on offerings and advocate for customer needs.
• Identifying, developing, and closing new business opportunities—leading the full sales cycle for security-focused opportunities in your region.
• Supporting regional teams with responses to RFPs, RFIs, and quote requests as they relate to Elastic Security.
• Leading Elastic Security proof-of-concept and proof-of-value engagements with customers.
• Delivering compelling presentations, whiteboard sessions, product roadmaps, and working alongside Solutions Architects to showcase Elastic Security demos.
• Partnering with regional leadership to track and report on cybersecurity pipeline and deal progression.
• Supporting regional marketing with webinars, workshops, and security-focused events to drive pipeline generation.

• 5+ years of experience selling enterprise platform solutions in SIEM, log management, cybersecurity, data analytics, or data management.
• Proven ability to thrive in a fast-paced, dynamic environment.
• Track record of success selling to CIOs, CISOs, and cybersecurity teams in the Fortune 500, with strong references and quota overachievement.
• A consultative, challenger-oriented sales approach that helps customers rethink their approach to security and data.
• Strong ability to work independently while maintaining a collaborative, team-first mindset.
• Mastery of a structured sales methodology (e.g., MEDDPICC, MEDDIC, Challenger, Sandler).
• Experience in an overlay role, collaborating closely with core sales teams as a trusted partner.
• Excellent presentation and communication skills; able to engage both technical users and executive stakeholders.
• Ability to build internal trust and alignment with core AEs while also establishing credibility with customer cybersecurity leaders.
• Proficiency with Salesforce (SFDC) and a disciplined approach to forecasting and pipeline management.
• Appreciation for the open source model and the community of practitioners who rely on Elastic every day.
• Prior experience engaging Enterprise customers within the assigned territory.

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable).

The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE 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.

The typical starting salary range for this role is:

$148,700—$235,100 CAD

The typical starting Target Variable range for this role is:

$99,000—$156,700 CAD

The typical starting On-Target Earnings (OTE) range for this role is:

$247,700—$391,800 CAD

• Drive the adoption of Elastic's AI-powered search solutions within new mid market accounts and deepen our engagement with existing accounts.
• 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.
• Champion our Open Source offerings, articulating the value and capabilities of our advanced commercial features.
• 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 cycle.
• Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within your territory.

• A proven track record in SaaS subscription sales, particularly in complex 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, and Cloud.
• 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.

• Experience in selling within an Open Source model.

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

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.

The typical starting salary range for this role is:

$94,400—$149,400 USD

The typical starting Target Variable range for this role is:

$94,400—$149,300 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$188,800—$298,700 USD

Leadership Qualities:

• PASSION: Passionate about Customer Success
• BEGINNERS MIND: Always learning, approaches each interaction with an open mind, a great listener, and hands-on
• THOUGHT LEADER: Strong point of view and executive presence. Confident, but not arrogant, a great storyteller
• URGENCY: Ability to move fast and drive business value and results
• TEAM PLAYER: A great teammate that everyone enjoys working with and has a generous heart
• TRUST: Trust the company’s core values and have the ability to build trust with everyone you work with
• ADAPTABLE: Excels in high levels of uncertain

• Complete Elastic training and become an authority in our consulting methodologies and practices
• Evangelise Elastic’s ability to deliver business outcomes and our delivery methodology to our customers
• Apply industry expertise and business insight to understand a customer's motivation, business drivers, strategic goals and objectives, and desired business outcomes
• Engage customers, especially C-Level, using a consultative selling approach that positions Elastic and yourself as a long-term trusted advisor relationship
• Create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customer's investment in the Elastic Stack
• Exceed growth and bookings targets, ensure organisational health, and drive customer satisfaction
• Develop and lead a territory plan and a personalized account plan for each customer, which aligns with their business goals.
• Forecast accurately and timely, build a pipeline, and progress opportunities to deliver YOY growth
• Form a strong relationship with the Sales, Customer Success organization, and regional Alliances/Partner organizations that are instrumental to success. You should be able to operate in a co-sell model, collaborate, and establish relationships
• Be an integral part of hiring and mentoring new Services Sales Partners
• Contribute to enhancing our delivery methodology, services practice, and industry POV's

• 10+ years of consultative sales experience with a proven record of consistently exceeding quota
• Of which, 5+ years experience selling and/or delivering professional services for a strategic consulting firm, large scale system integrator, or professional services unit within a software company
• Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor
• Experience growing accounts with large and complex pursuits ($M+)
• Highly collaborative and excels in a complex, matrixed environment
• Experience in creating outstanding responses to functional and technical elements of RFIs/RFP
• Project/account management experience
• Team player with strong interpersonal skills
• Ability to thrive in a fast-paced, dynamic environment

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

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 80/20 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.

The typical starting salary range for this role is:

$108,600—$171,800 USD

The typical starting Target Variable range for this role is:

$27,100—$42,900 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$135,700—$214,700 USD