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Practising for the listing Mid Market Account Executive - Bay Area, CA. Its requirements are filled in below. When you have an answer you like, paste it with your CV in Career Mirror to see which of the job's skills it shows.

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Mid Market Account Executive - Bay Area, CA
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 looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts. 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 the Mid Market segment.

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—defend your value, structure give/get trades, and land multi-year consumption commitments.

•
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 SaaS quota‐carrying success: 3+ years closing complex SaaS deals, consistently overachieving targets in a consumption-based or usage-model environment.

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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 landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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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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Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.

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!
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.

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Requirements found

Marketing Sales Budgeting Negotiation Scheduling (nice) Recruiting (nice)

What this posting asks for

Level: Mid level — The posting asks for 3+ years of experience.

Main responsibilities

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

Competencies an interviewer will look for

Teamwork and collaboration Core
In the posting: “This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Mid Market …” · “Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast acc…” · “Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional…”
Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
Customer focus Core
In the posting: “Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast acc…” · “Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional…” · “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.”
Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
Planning and organisation Core
In the posting: “By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based …” · “An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certification…” · “Ability to craft your calendar with flexible locations and schedules for many roles”
Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
Data and analysis Core
In the posting: “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 bus…” · “By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based …” · “Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data …”
Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
Stakeholder management Core
In the posting: “What Is The Role Elastic, the Search AI company, is looking for a high-energy Mid Market Account Executive to drive net-new revenue within Mid Market accounts.” · “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…” · “Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumpt…”
Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
Attention to detail and quality Core
In the posting: “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 everyo…” · “Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast acc…”
Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
Technical skill Supporting
In the posting: “Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast acc…”
Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
Ownership and accountability Supporting
In the posting: “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…”
Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
Leadership and mentoring Supporting
In the posting: “Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of communi…”
Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
Adaptability and learning Supporting
In the posting: “Ability to craft your calendar with flexible locations and schedules for many roles”
Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.

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Practice questions

Tell me about yourself. Dedicated step-by-step practice.
If an interviewer asks something improper How to respond to questions about age, family, origin or health.
Built from this posting (8):
Describe a time you worked with another team to deliver something. What was your part? From this posting
Describe a time you went out of your way to solve a customer's problem. From this posting
You have three urgent tasks due today and time to finish only two. How do you decide? From this posting
Tell me about a time you used data or numbers to make a decision. From this posting
How have you used marketing in your work? Walk me through one real example. From this posting
Tell me about a problem you solved using sales. From this posting
Walk me through a piece of work where you used your strongest technical skill. What exactly did you do? From this posting
Tell me about a task you took from start to finish without anyone asking you to. From this posting
This posting reads as Software engineering: its questions come first.
Tell me about the hardest bug you have tracked down. How did you find the cause? Software engineering
Describe a technical design decision you made and the trade-off behind it. Software engineering
Tell me about a time you disagreed with a teammate in a code review. Software engineering
Production is down and you are the first engineer to notice. What do you do in the first 30 minutes? Software engineering
How do you decide what to test before you ship a change? Software engineering
Walk me through a feature you built from start to finish. What tools and languages did you use? Software engineering
Tell me about a time you helped a less experienced engineer get unstuck. Software engineering
Your estimate for a feature turns out to be badly wrong halfway through. What do you do? Software engineering
Two managers ask you to book the same room at the same time. What do you do?
Tell me about a sale or agreement you are proud of.
Describe a time you handled an upset customer or colleague.
Tell me about a time you had several deadlines at once. How did you decide what to do first?
Give an example of a mistake you caught before it caused a problem.
Tell me about a time you taught someone how to do something.
Describe a time you took the lead without being asked.
Tell me about a time you had to explain something complicated in simple terms.
Describe a process you improved.
Do you have any questions for us?
Why do you want to work here?
Why is there a gap in your employment? Difficult question
Why did you leave your last job? Difficult question
Why are you changing careers? Difficult question
What is your greatest weakness? Difficult question
What are your salary expectations? Difficult question
You seem overqualified for this role. Why do you want it? Difficult question
Improper-question practice: How old are you? / Do you have children? / Where are you from originally?
A customer is angry about a delay you did not cause. What do you do?
How do you keep track of many open customer requests?
Tell me about a time you could not give a customer what they wanted.
You find that the inventory count does not match the system. What do you do?
Tell me about a time a shipment or delivery went wrong.
How do you make sure safety rules are followed on a busy shift?
How have you used spreadsheets in your work?
Tell me about a time you had to enter or check a lot of data accurately.
A prospect says your price is too high. How do you respond?
How do you keep your pipeline organised?
Tell me about a technical problem you solved on your own.
You find a bug right before a release. What do you do?
Walk me through how you would check whether a report's numbers are right.