Account Executive New Business Mid Market

Title: Account Executive, New Business Mid-Market EMEA Central

Location: Germany
Remote
Full-time

Job Description

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 accelerate the results that matter. By leveraging structured and unstructured data—and securing private information—Elastic’s cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is the Role

Elastic is looking for a high-energy Mid Market Account Executive to open new accounts and drive pure net-new revenue. You will own a defined territory, build your 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

• Own your territory & build pipeline: Execute a proactive outbound cadence (email, call, social) generating ≥50% of booked opportunities.

• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using MEDDPICC or similar frameworks.

• Value storytelling & demos: Deliver tailored narratives and demos that map Search, Observability, and Security capabilities to measurable outcomes.

• Deal strategy & forecast accuracy: Build formal close plans, keep CRM updated, and maintain ≥90% forecast accuracy within ±10%.

• Executive negotiation & closing: Lead contract and pricing discussions.

• Domain & cloud acumen: Speak fluently about cloud economics, usage-based pricing, and modern data architectures.

• Cross-functional partnership: Work closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and deliver exceptional outcomes.

What You Bring

• Proven track record opening new accounts and overachieving targets in a consumption-based or usage-model environment.

• Strong understanding of the German “Mittelstand.”

• Expert discovery & qualification skills (MEDDPICC or equivalent).

• Compelling value-storytelling skills with executive-level presentations and demos tied to measurable ROI.

• Strong negotiation ability and a history of creating new logos.

• Technical & cloud fluency across observability, security, vector/traditional search, and cloud cost optimization.

• Collaborative, coachable mindset aligned with Elastic’s values.

• Native German speaker.

Bonus Points

• Experience at an open-source or developer-centric infrastructure company.

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

If you’re driven to build your pipeline, master complex deal cycles, and help customers unlock the power of Search AI, Elastic wants to talk.

Additional Information – We Take Care of Our People

Elastic is a distributed company where diversity drives our identity. Whether launching a career or advancing one, Elastic offers an environment where you can balance great work with great life. We welcome talent at all career stages.

We strive for benefit parity across regions while following local regulations. We believe taking care of our people is essential.

Benefits Include

• Competitive pay based on work performed (not previous salary)

• Health coverage for you and your family (in many locations)

• Flexible scheduling and flexible work locations for many roles

• Generous vacation allotments

• Donation matching up to $2000 (or local equivalent)

• Up to 40 volunteer hours annually

• Minimum 16 weeks parental leave

Elastic is an equal opportunity employer committed to an inclusive culture that celebrates differences. All qualified applicants will receive consideration without regard to legally protected categories.

Accommodations for individuals with disabilities are available by emailing candidate_accessibility@elastic.co.

Elastic’s technology is subject to U.S. export controls. Individuals located in or nationals of certain sanctioned regions may require an export license. National origin does not affect eligibility for employment.