Account Executive New Business Midmarket

What Is The Role

Elastic, the Search AI company, is looking for a high-energy New Business Mid Market Account Executive 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.

What You Will Be Doing

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  Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.

  
  


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  Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.

  
  


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  Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.

  
  


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  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 %.

  
  


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  Executive negotiation & closing: Lead high-stakes contract and pricing discussions

  
  


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  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.

  
  


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  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

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  Proven track record in Managing and opening up New Accounts, consistently overachieving targets in a consumption-based or usage-model environment.

  
  


• Good understanding of the German " Mittelstand" 


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  Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.

  
  


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  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.

  
  


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  Strong negotiation chops: History of creating New Logos

  
  


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  Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.

  
  


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  Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.

  
  


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  Native German speaker

  
  

Bonus Points

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  Prior experience at an open-source or developer‐centric infrastructure company.

  
  


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  Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

  
  

If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!