Public Sector Account Executive

What Is The Role

Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Public Sector focused accounts. You will be the owner of a defined territory, building your pipeline, telling the Elastic Search AI story, and closing complex multi-stakeholder deals in a consumption-based model. This role combines sales execution, technical fluency, and cross-functional collaboration, and is critical to our growth in the Enterprise segment.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates 50% of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to focus on high-confidence deals.
• Value storytelling & demos: Craft and deliver tailored narratives and live demos that demonstrate Elastic's Search, Observability, and Security capabilities aligned with measurable business outcomes.
• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and maintain CRM updates, aiming for 90% forecast accuracy within 10%.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions, defend your value structure, negotiate trades, and secure multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by discussing 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 ensure exceptional customer outcomes.

What You Bring

• Proven SaaS quota carrying success: 5+ years closing complex enterprise deals, consistently exceeding targets in a consumption or usage-based environment.
• Expert discovery & qualification skills: Ability to apply MEDDPICC or similar frameworks to maintain a disciplined pipeline and focus on high-probability deals.
• Compelling value storytellers: Experience delivering executive-level presentations and demos that connect product capabilities to tangible business value.
• Strong negotiation skills: Track record of securing multi-year high-ACV contracts while protecting margins and gaining executive stakeholder buy-in.
• Technical & cloud fluency: Comfortable discussing a range of technical topics, including observability, security, search, and cloud cost optimization.
• Collaborative mindset & coachability: A learner who partners well with internal teams, incorporates feedback, and embodies Elastic's values of community and openness.
• Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model; bonus if you've sold or advocated in an OSS context.
• Experience with complex Public sector accounts: Proven ability to navigate and sell into such environments.

Bonus Points

• Prior experience at an open-source or developer-centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM / XDR) use cases.
• Driven to build your pipeline, master deal cycles, and help customers unlock Search AI's potential—apply today!

LI-PM1

Required Experience:

Key Skills

Special Events, Blog Posts, Account Executives, Fact Sheets, Press Releases, Account Management, Twitter, Client Relationships, SEO, Content Marketing, Client Meetings, Facebook, ROI, Client Contact, Client Service

Employment Type: Full Time

Experience: years

Vacancy: 1