Enterprise Account Executive

Responsibilities

The Account Executive will proactively build and manage a sales pipeline within Federal accounts to drive net-new revenue and adoption of Elastic's AI-powered search, observability, and security solutions. They will act as a trusted advisor to government clients, navigating complex sales cycles and collaborating with cross-functional teams to deliver actionable data insights.

Requirements

Candidates must have a proven track record of selling into Federal accounts and possess a strong blend of technical curiosity and value-based sales expertise. The role requires an executive communicator capable of navigating complex stakeholder environments and articulating the value of commercial and open-source technology solutions.

Skills

• Sales
• Federal account management
• Pipeline generation
• Value-based selling
• Challenger sales methodology
• Search analytics
• Observability
• Security
• Cloud computing
• Executive negotiation
• Strategic planning
• MEDDPICC
• Data sovereignty
• Compliance
• Public sector sales
• AI solutions

Benefits

• Competitive pay
• Health coverage
• Flexible locations and schedules
• Generous vacation days
• Financial donation matching
• Volunteer time off
• Parental leave

About this role

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 Analytics company, is seeking a dynamic Public Sector Account Executive to support our growth into Federal accounts - a significant market opportunity for Elastic.This is a critical hire for our business, we need someone with a genuine track record selling into Federal clients, the instincts of a Challenger seller, and the hustle to build pipeline and create new opportunities in complex, multi stakeholder accounts. Always driving value for the customers we serve.
To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.
As a Public Sector Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Public Sector Accounts in an assigned territory. This is an opportunity for those passionate about empowering government and education through innovative search technology and analytics, enabling them to unlock the full potential of their data.
What You Will Be Doing
Prospect & Create Opportunities: Proactively build and self generate pipeline in net new Federal accounts through outbound prospecting, partner, event and network driven activity and creative account penetration - this is a build role, not a farm role.
Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Federal accounts while deepening engagement with existing ones.
Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
Sovereignty & Compliance Fluency: Speak credibly to the data sovereignty, security clearance, and compliance requirements that shape how Federal clients evaluate and procure technology, and position Elastic's platform accordingly.
Solve Complex Problems: Help customers get ahead of exploding data volumes and emerging agentic AI-driven threats by giving them the observability and visibility to see, secure, and act on what's happening across their environment.
Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
Strategic Planning: Develop comprehensive business plans using community, customer, and partner ecosystems to drive significant territory growth.
Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
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
The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.
Proven Track Record: For this role we are specifically focusing on people who do have a proven selling track record with Federal accounts.
Challenger Mentality: You lead with insight, not features. You help customers learn something new about their business, tailor your message to different stakeholders and can respectfully have a point of view and can drive a conversation.
Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to outcomes that matter for government and education - citizen, staff, student experience, tools and cost consolidation, and risk, compliance and public trust.
Executive negotiation & closing: Lead high-stakes contract and pricing discussions
Executive Communicator: Confident presenting to and influencing C-suite and senior stakeholders, translating technical detail in a clear, credible business case.
Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date.
Cross-Team Alignment: Ability to create alignment across teams to accelerate deals
AI Mentality: Use new technologies for performance advantage and deal structuring
Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions.
Compensation for this role is in the form of base salary plus a variable component.
At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while r...

About Elastic

Software Development · 1,001-5,000 employees · headquartered in San Francisco, California