Account Executive New Business Midmarket

<div class="content-intro"><p>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.</p></div><p><strong>What Is The Role</strong></p> <p>Elastic, the Search AI company, is looking for a high-energy <strong>New Business Mid Market Account Executive</strong> to work in the Mittelstand area. 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 EMEA Central.</p> <p><strong>What You Will Be Doing</strong></p> <ul> <li> <p>Own your territory build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.</p> </li> <li> <p>Deep discovery qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.</p> </li> <li> <p>Value storytelling demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.</p> </li> <li> <p>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 %.</p> </li> <li> <p>Executive negotiation closing: Lead high-stakes contract and pricing discussions</p> </li> <li> <p>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.</p> </li> <li> <p>Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.</p> </li> </ul> <p><strong>What You Bring</strong></p> <ul> <li> <p>Proven track record in Managing and opening up New Accounts, consistently overachieving targets in a consumption-based or usage-model environment.</p> </li> <li>Good understanding of the German " Mittelstand" </li> <li> <p>Expert discovery qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.</p> </li> <li> <p>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.</p> </li> <li> <p>Strong negotiation chops: History of creating New Logos</p> </li> <li> <p>Technical cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.</p> </li> <li> <p>Collaborative mindset coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.</p> </li> <li> <p>Native German speaker</p> </li> </ul> <p><strong>Bonus Points</strong></p> <ul> <li> <p>Prior experience at an open-source or developer‐centric infrastructure company.</p> </li> <li> <p>Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.</p> </li> </ul> <p>If you’re driven to build your own pipeline, master complex deal ... (truncated, view full listing at source)