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 Enterprise 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 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals within large telcos, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What Is The Role
Elastic, the Search AI company, is looking for a high-energy SLED Enterprise Account Executive located in New Jersey or Pennsylvania to drive net-new revenue and expansion within strategic SLED Enterprise 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 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex SLED Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What is the Role

What You Will Be Doing

• Support the planning and execution of multiple strategic projects, building and owning timelines ensuring dependencies are clearly tracked
• Maintain project plans, documentation, and tracking tools to keep initiatives organized and on schedule
• Collaborate with cross-functional teams to ensure alignment and smooth execution of initiatives
• Help drive day-to-day execution of programs by following up on action items, managing timelines, and identifying risks when needed
• Translate high-level ideas or loosely defined initiatives into clear plans, timelines, and actionable tasks
• Adapt quickly to changing priorities, helping teams stay focused and aligned as plans evolve
• Find opportunities to improve workflows, coordination, and efficiency across teams
• Support team member communication by preparing updates, coordinating meetings, and documenting key decisions
• Help remove blockers by coordinating across teams and ensuring next steps are clear

What You Bring Along

• Previous experience managing cross functional projects in a marketing organization
• Ability to manage multiple tasks and priorities in a fast-paced environment
• Comfort working cross-functionally with distributed teams, and the ability to build strong working relationships with them
• Excellent, proactive communication skills with an ability to lead meetings and drive alignment
• A love for process and an understanding of how to map out team processes/timelines, improve upon them, and iterate.
• Familiarity with project management tools (e.g., Workfront or similar platforms)
• 3–6 years of experience in project or program management

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 Enterprise 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 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

#LI-AM2

What is The Role

Elastic's Portfolio Product Marketing team is seeking a Senior Portfolio Product Marketing Manager — one of the  team's primary operators and one of its most consequential hires. Reporting to the Director of Portfolio Product Marketing, this role will transform vision into execution: owning Elastic's portfolio-level story, driving cross portfolio creative initiatives, and ensuring that nothing lives as a strategy deck when it should be in market.
This is a portfolio-level role. You will not own a single product, solution, or use case. You will own the breadth of Elastic's portfilio story — across search, observability, and security — and the narrative platform that ties it together into something the market can understand, remember, and choose.
We are looking for a rare profile: a senior strategist who is also a relentless executor. Someone who has done the work of building positioning and messaging at portfolio scale, who can walk into a room with the CEO and hold their own, and who can write a narrative arc, corporate overview, or keynote storyline with equal facility. You will bring a body of work that demonstrates both the strategic depth and the creative standard this team demands.

What You Will Be Doing

• Portfolio Positioning & Messaging
  - Own Elastic's portfolio-level positioning and messaging — the architecture that spans search, observability, and security and makes the whole greater than the sum of its parts.
  - Develop and maintain the master message platform: the POV, proof points, and category language that PR, AR, sales, and the broader marketing organization draw from.
  - Partner with product marketing, analyst relations, and PR to ensure Elastic's category framing is consistent from analyst briefings to press pitches to sales conversations.
• Go-to-Market Execution
  - Lead the go-to-market narrative for major platform moments — launches, announcements, and strategic pivots — ensuring every asset, audience, and channel touchpoint tells a coherent and compelling story.
  - Serve as the primary operational driver of the Portfolio Product Marketing team: own the editorial calendar, manage cross-functional workstreams, and move projects from brief to delivery with pace and precision.
  - Partner with demand generation to ensure campaigns are anchored in the right portfolio narrative and carry a creative standard that builds brand alongside pipeline.
  - Develop sales enablement materials — narratives, positioning frameworks, competitive guides — that give the field the story and the tools to win.
• Storytelling & Creative
  - Build and own the portfolio-level story: origin, differentiation, vision, and the human context that makes Elastic's platform feel distinct and worth choosing.
  - Reimagine customer stories from metric summaries into genuine narratives — the kind that make other organizations want what those customers have.
  - Develop thought leadership content and executive POV that earns attention from technical decision-makers and executives and earns Elastic a seat in conversations it is not yet part of.
  - Set and uphold the creative standard for everything the team produces — from keynote narrative to campaign concept to long-form content.
• Executive & Cross-functional Engagement
  - Work directly with Elastic's senior leadership to develop and refine the executive POV platform — the perspectives, proof points, and frameworks that make the CEO and senior leaders genuinely compelling in press interviews, analyst briefings, and on stage.
  - Build and maintain trusted relationships across product, engineering, sales, demand generation, PR, AR, and events — operating with influence rather than authority and getting great work done through collaboration.
  - Present strategy and creative recommendations to executive stakeholders with clarity, confidence, and conviction.

What You Bring 

• 8+ years of product marketing experience in B2B technology, with meaningful time at the platform or portfolio level — you have owned a platform narrative, not just supported one
• A demonstrable track record of building positioning and messaging that changed how a market described a company or a category
• Exceptional storytelling ability — on paper, on stage, and in the room — with a portfolio of work that shows both strategic rigor and creative ambition (candidates will be asked to submit a portfolio / examples of past work)
• Proven ability to work directly with executive leadership: developing their POV, preparing them for high-stakes engagements, and holding your own in senior-level conversations
• Strong cross-functional operating instincts — you know how to build influence without authority and how to move fast through organizations that are complex
• Deep fluency in data, search, AI, and enterprise technology — you understand what customers are building with these tools and why it matters at a business level
• An execution-first orientation: you are the person who makes things happen, not the person who documents the plan and waits for others to act

Bonus Points

• Building or contributing to a brand narrative or messaging platform from the ground up
• Working in or alongside a creative strategy, brand, or corporate communications function
• Developing keynote narratives or executive presentation content for large-scale industry events
• Competitive strategy or analyst relations in enterprise infrastructure, data, or security markets

What is The Role

Are you looking to make a real impact and play a meaningful role in the growth of our company?

As a Solutions Architect (SA) at Elastic, you will serve as a technical authority and trusted advisor to our sales team, customers, partners and community. You will understand and solve our customers’ business issues with the Elastic Stack, and engage the regional Elastic community through events and programs. A successful SA at Elastic will be focused on excellence, taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo. 

What You Will Be Doing

• Serving as the technical point of contact for some of our clients
• Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs.
• Creating and owning value-based relationships at all levels in customer organisations.
• Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win.
• Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings and at events such as meetups and conferences.
• Advising the sales team on effective ways of positioning Elastic products, solutions and services.
• Onboarding, educating and enabling our partners, and supporting them in sales cycles.
• Creating collateral, contributing to programs and collaborating with other Elasticians to meet individual client needs.
• Being the voice of the customer and community to communicate needs, gaps, and enhancements to our engineering and leadership teams.
• Deepening both your sales and technical skills through self-driven education while taking advantage of all the professional development opportunities provided by Elastic.

What You Bring

• A track record of success in a technical presales role 
• Experience in at least one of those technologies/solutions is a must: AI enterprise search, observability or cybersecurity
• Experience with security solutions is a strong advantage
• Experience in working with large or mid-size organisations
• A demonstrable ability to articulate and sell the benefits of modern platforms, software and technologies.
• A real passion for being curious and a continuous learner. You are someone who invests in yourself as much as you invest in your professional relationships.
• A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors.
• An ability to influence. Have you more than once convinced a team you worked for of an idea, technology, or architectural pattern?
• The ability to inspire groups, both large and small.
• A willingness to travel 30% within a region, as well as occasionally internationally.
• Fluent in English (business or native level)

What is The Role

Elastic, the Search AI company, is seeking a dynamic Field Sales Account Executive Mid Market. As an integral part of our growth strategy, you will play a key role in expanding our presence within mid market customer accounts. This is an opportunity for those who are passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data.

What You Will Be Doing

• Drive the adoption of Elastic's AI-powered solutions by deepening our engagement with existing accounts and engaging with new groups within these customers.
• Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights.
• Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently.
• Collaborate closely with various Elastic business functions to ensure an exceptional customer experience.
• Proactively identify new business opportunities with customers, successfully navigating complex sales cycles. 
• Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within your territory.

What You Bring

• A proven track record in SaaS subscription sales, particularly with cross sell motions within accounts, evidenced by quota overachievement and strong customer references.
• In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM.
• Adept at building relationships and establishing credibility with both developers and executives.
• Consistent and accurate sales forecasting skills using SFDC.
• Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions.
• Prior experience selling into the Enterprise accounts included in this territory.

Bonus Points

• Experience in selling within an Open Source model.

If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you!

What is the Role

At Elastic, our ecosystem of partners is central to how we grow. Strategic Partners, including Global Systems Integrators (GSIs), services partners and more, play a key role in bringing Elastic solutions to market, supporting customer adoption, and delivering services-led outcomes.

We are seeking a Partner Marketing Manager to lead partner marketing efforts aligned to our Strategic Partners. This role is responsible for planning and delivering partner-specific marketing initiatives that reflect shared priorities, joint solutions, and agreed go-to-market motions.

What You Will Be Doing

Own Joint Marketing Plans

• Develop and manage joint marketing plans with assigned partners.
• Translate partner business objectives, solution priorities, and GTM motions into clear marketing initiatives.
• Ensure alignment between partner plans and Elastic’s broader ecosystem and field priorities.

Implement Partner-Specific Initiatives

• Lead execution of partner-aligned campaigns, events, and activations defined in joint plans.
• Coordinate timelines, deliverables, and inputs across internal teams and partners.
• Adapt execution based on partner needs, regional priorities, and business context.

Collaboration

• Serve as the primary marketing point of contact for assigned partners.
• Work closely with Alliances, Sales, Field Marketing, and Product Marketing to align plans and execution.
• Build strong working relationships with partner marketing counterparts.

Support Partner-Led GTM Motions

• Collaborate with partners to position Elastic within joint solutions, services offerings, and customer engagements.
• Support partner-hosted or partner-led activities that take Elastic solutions to market.
• Ensure Elastic messaging is consistently represented in partner-facing activities.

Measure & Refine

• Track performance against joint marketing plans, including engagement and pipeline contribution.
• Use insights from execution and partner feedback to refine future plans.
• Share results and recommendations with leadership.

What You Bring

• 5+ years of proven experience in marketing programs, partner marketing, or campaign execution
• Experience coordinating multi-stakeholder marketing activities
• Strong organizational and communication skills
• Ability to manage multiple tasks and responsibilities.
• Experience working within defined processes
• Demonstrated attention to detail when supporting budgets, contracts, and purchase orders
• Availability for occasional travel as needed

What Is The Role : 

We are a team of creative technologists who live at the intersection of engineering and storytelling. We craft narratives that connect the what, how, and why of our technology — from major product launches to minor releases, video tutorials to interacting with and influencing analysts. We drive defining the core message, aligning the company, and telling narratives that stick.

You will be the voice of Elastic Observability in the market, a trusted thought partner to product management and field teams, jointly shaping the outbound strategy that drives adoption across observability use cases. You will move between the technical and the creative: understanding how our products work, who uses them, and why it matters, then translating that into positioning, content, and campaigns. Be responsible for the observability narrative at Elastic, from market positioning to product launch and field enablement.

You'll work with a distributed team, including product, sales, marketing and executive leadership.

What You Will Be Doing : 

• Own messaging and positioning : Craft differentiated, compelling narratives for Elastic Observability that resonate with both practitioners and decision makers.
• Drive go-to-market strategy end-to-end : Define and lead GTM for new launches and campaigns from strategy through execution and track metrics.
• Enable the field : Build training and content that empowers sales, solutions engineering, and customer success to tell the Elastic story with confidence.
• Represent Elastic in the community : Attend and present at trade shows, conferences, and industry events. Some travel required.

What You Bring : 

• Direct experience with Observability, DevOps, or cloud-native infrastructure use cases. You understand the problems SREs, platform engineers, and developers face day-to-day.
• Curiosity about the "how" of technology, paired with the storytelling instinct to explain the "why" to any audience.
• A track record of crafting engaging content through blog posts, presentations, demos, videos that makes technical ideas accessible and compelling.
• Strong communication skills, comfortable presenting to audiences of all sizes, from an intimate field briefing to a conference keynote.
• Experience collaborating across a highly cross-functional, globally distributed team.

Bonus Points : 

Background in observability and prior experience as an SRE, platform engineer, solutions engineer, or consultant.

What Is The Role : 

We are a team of creative technologists who live at the intersection of engineering and storytelling. We craft narratives that connect the what, how, and why of our technology — from major product launches to minor releases, video tutorials to interacting with and influencing analysts. We drive defining the core message, aligning the company, and telling narratives that stick.

You will be the voice of Elastic Observability in the market, a trusted thought partner to product management and field teams, jointly shaping the outbound strategy that drives adoption across observability use cases. You will move between the technical and the creative: understanding how our products work, who uses them, and why it matters, then translating that into positioning, content, and campaigns. Be responsible for the observability narrative at Elastic, from market positioning to product launch and field enablement.

You'll work with a distributed team, including product, sales, marketing and executive leadership.

What You Will Be Doing : 

• Own messaging and positioning : Craft differentiated, compelling narratives for Elastic Observability that resonate with both practitioners and decision makers.
• Drive go-to-market strategy end-to-end : Define and lead GTM for new launches and campaigns from strategy through execution and track metrics.
• Enable the field : Build training and content that empowers sales, solutions engineering, and customer success to tell the Elastic story with confidence.
• Represent Elastic in the community : Attend and present at trade shows, conferences, and industry events. Some travel required.

What You Bring : 

• Direct experience with Observability, DevOps, or cloud-native infrastructure use cases. You understand the problems SREs, platform engineers, and developers face day-to-day.
• Curiosity about the "how" of technology, paired with the storytelling instinct to explain the "why" to any audience.
• A track record of crafting engaging content through blog posts, presentations, demos, videos that makes technical ideas accessible and compelling.
• Strong communication skills, comfortable presenting to audiences of all sizes, from an intimate field briefing to a conference keynote.
• Experience collaborating across a highly cross-functional, globally distributed team.

Bonus Points : 

Background in observability and prior experience as an SRE, platform engineer, solutions engineer, or consultant.

What is The Role

Elastic is committed to scaling the company through investments in revenue operations, whose mission is to drive productivity and process improvements that accelerate Elastic’s field sales and customer success organizations ability to gain market share and grow revenue.

The Director of Public Sector Sales Strategy and Operations is responsible for equipping our Public Sector sales leadership with operational excellence in a consistent and collaborative manner.

This role will be leading all sales strategy, planning, reporting, and analysis efforts around sales pipeline management in the Public Sector region. They will also be a critical business partner and growth enabler for the Public Sector sales team. In addition, this role will also work cross functionally to help support our entire GTM organization such as Sales Development and Sales Engineering orgs.

This role will provide the analysis needed to evolve our understanding of our pipeline dynamics and conversion rates; from the very top of the sales funnel all the way through to bookings. They will work very closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross functional teams towards our company’s growth objectives while developing early warning indicators to track progress.

What You Will Be Doing

• Be the business partner/strategic advisor to the Global Vice President of Public Sector sales and provide strategic support to the Public Sector Sales Leadership team
• Lead a team of operations professionals that will provide operational support to the Public Sector Sales Leadership team on rhythm of the business activities; including business reviews, forecasting, annual planning and sales cadence.
• Collaborate with Public Sector Sales leadership and cross-functional stakeholders in developing go-to market strategy, resource plan and key performance metrics
• Scale and mature critical business processes to improve business performance
• Drive the pipeline and forecast, along with monthly actual to plan variance analysis to provide an understanding of the deltas and drivers
• Support territory carving and GTM resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles
• Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.)
• Work cross functionally with Sales Leadership, Finance, and Marketing teams to help identify areas of concern (e.g. lack of pipeline to support growth) and both short term and long term initiatives to address areas of concern
• Drive strategic initiatives including capacity planning, pipeline management and country- specific go-to- market plans. Work cross functionally to develop growth plans for new geographies and market segments
• Lead the development and operationalization of AI-driven go-to-market strategies for Public Sector, translating innovation into scalable sales execution

What You Bring 

• 8+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy
• Experience leading a high performing team of operations professionals who support sales organizations
• Can work cross-functionally with Sales leaders and subject matter experts
• Likes working in a fast-paced multifaceted environment and can balance setting strategic priorities with high-quality, tactical execution
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages and proposals
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
• Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
• Demonstrated ability to define, refine and implement sales processes, procedures, and policies.
• Excellent communication and engagement skills
• Shown success leading and running Annual Planning (territories, quota, headcount)
• Experience using Salesforce.com, Tableau, Clari, and/or Workday Adaptive
• Power user proficiency with the Google suite (especially Sheets and Slides)

What Is The Role
Elastic, the Search AI company, is looking for a high-energy SLED Enterprise Account Executive to drive net-new revenue and expansion within strategic SLED Enterprise accounts located in Minnesota and Iowa. 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 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex SLED Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What Is The Role

Elastic is searching for a Regional Vice President, Commercial Team, to lead and expand business, together with driving strategy within the UKI region. Our RVPs are focused on growing revenue through new customer acquisition and existing customer expansion, meeting and exceeding all sales targets and performance metrics.  Are you an accomplished Sales Leader, having managed successful salespeople in a dynamic market? Are you ready to help users tackle their hardest problems through the power of our platform? If so, we’d love to hear from you!

What You Will Be Doing

• Developing comprehensive knowledge of our technology platform, product messaging, partner ecosystem, and competitor landscape
• Actively contributing to and owning sales plan creation, compensation structures, and customer segmentation
• Ensuring the attainment of assigned sales quotas by ‘leading from the front’ and driving Elastic’s sales methodology
• Actively fostering an environment of teamwork, transparency, creativity, and continuous improvement
• Establish and maintain collaborative relationships with representatives of the Open Source community and partner ecosystems
• Assist in deal creation and closure, as well as meet any managerial needs and provide support to your team as required.
• Partnering across Elastic’s leadership community to ensure a seamless customer experience

What You Bring

• Consistent track record of leading teams to exceed quotas and objectives within a fast paced and technical client acquisition driven business 
• Strong SaaS sales leadership
• Executive level relationships with customer accounts
• Ability to operate in an entrepreneurial environment

Bonus Points

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

What is The Role

Are you looking to make a real impact and play a meaningful role in the growth of our company?

Elastic is seeking a Value Engineer to support our US territories, located on the east coast (preferred) or Central region.

Now is an exciting time to join Elastic; you'll be joining at a pivotal stage where your expertise will be instrumental in building the foundations for our future success with our strategic clients. Your role is crucial in ensuring our clients unlock the full business impacts of Elastic, driving value and fostering long-term partnerships.

We’re seeking individuals who thrive in dynamic environments, have a passion for customer excellence, delivering exceptional outcomes, and are ready to collaborate with a team of high-performing sales professionals. If you have experience working as a Value Engineer, Management Consultant, or a related customer facing role, we would love to hear from you!

What You Will Be Doing

• Collaborate closely with account teams to identify and execute value delivery strategies for key accounts.
• Engage with stakeholders to identify, understand, and quantify their unique business challenges. Translate Elastic’s value proposition and technical capabilities into clear economic benefits aligned with their corporate goals.
• Lead business value reviews / business cases: Effectively communicate the realized value and potential economic benefits of new opportunities.
• Conduct thorough analysis of customer workflows and processes, identifying opportunities for optimization and increased efficiency.
• Create and deliver boardroom-quality, executive documents.
• Work collaboratively with product and engineering teams to tailor solutions to meet the specific needs of Elastic’s customers.
• Provide guidance on best practices and innovative approaches to maximize the value of Elastic solutions.
• Act as a subject matter expert on our solutions with our customers, remaining informed about industry trends and advancements.
• Conduct training and workshops with Elastic teammates to increase the quality of their discovery and their understanding of business value & customer excellence.
• Help build the future of the value engineering practice at Elastic: contribute to the development of best practices and tools for an enhanced value based selling adoption.

What You Bring

• 3+ years of experience in value engineering, management consulting, solution architecture, or a related customer-facing role within the software or consulting industries.
• Expert knowledge and experience in change process management, search, observability, and security technologies preferred.
• Advanced knowledge and experience in value-based-selling methodologies.
• Demonstrated experience in building and briefing business cases to executives.
• Expertise in identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for Elastic customers by establishing a value delivery model.
• Ability to project manage across multiple workstreams, including defining scope, expectations, timelines and delivery.
• Strong analytical and problem-solving skills; ability to act decisively with ambiguous guidance and circumstances.
• Ability to travel to meet clients is required (approximately 1x/month).

Bonus Points

• New York City or Arlington, VA area and open to occasional in-office collaboration (preferred).

What is The Role

Are you looking to make a real impact and play a meaningful role in the growth of our company?

As a Senior Solutions Architect (SA) at Elastic you will serve as a technical authority and trusted advisor to our sales team, customers, partners and community. You will understand and solve our customer’s business issues with the Elastic Stack, engage the regional Elastic community through events and programs, and enable sales through our Partners. A successful SA at Elastic will be focused on excellence; taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo. This role is working within some of our biggest clients within the enterprise sector.

What You Will Be Doing:

• Serving as the technical point of contact for some of our biggest clients within the Enterprise Sector.
• Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs.
• Creating and owning value based relationships at all levels in customer organizations.
• Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win.
• Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings, and at events such as meetups and conferences.
• Advising the sales team on effective ways of positioning Elastic products, solutions and services.
• Onboarding, educating and enabling our partners, and supporting them in sales cycles.
• Creating collateral, contributing to programs and collaborating with other Elasticians to meet individual client needs.
• Being the voice of the customer and community to communicate needs, gaps, and enhancements to our engineering and leadership teams.
• Deepening both your sales and technical skills through self driven education while taking advantage of all the professional development opportunities provided by Elastic.

What You Bring Along:

• Min 4 years of success in a technical presales role - selling, demonstrating and implementing technology to earn your customer’s trust
• Experience in at least one of those technologies/solutions is a must: enterprise search, observability or cybersecurity
• Experience with cybersecurity is a strong advantage
• Experience working within the Enterprise sector, and having the understanding to stay competitive and successfully navigate the sector's unique challenges
• A demonstrable ability to articulate and sell the benefits of modern platforms, software and technologies.
• A real passion for being curious and a continuous learner. You are someone who invests in yourself as much as you invest in your professional relationships.
• A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors.
• An ability to influence. Have you more than once convinced a team you worked for of an idea, technology, or architectural pattern?
• The ability to inspire groups, both large and small.
• A willingness to travel 30% within a region, as well as occasionally internationally.
• Fluent in English (business level)

What is The Role

Deal Desk within Sales Finance provides strategic, cross-functional and comprehensive assistance to sales contracting and financial compliance, process improvements, and building scalable solutions that help our sales team and leadership make informed decisions, with a focus on streamlining global efforts across the business.

We are a distributed team with coverage across all GEOs and collaborate daily with most customer focused functions in the organization (ELT, SLT, Sales, Tech Sales, Product, Legal, Finance). We also play a significant role in structuring and approving all significant transactions within Elastic, thus helping to craft all future contracts that drive our revenue growth

What You Will Be Doing

• Act as a business partner to Sales and Finance in developing strategies for complex deals with a focus on financial and revenue compliance
• Execute against and maintain EMEA geographic Deal Desk support framework
• Provide Deal Desk support for super-geo Manager
• Enforce and manage approvals for non-standard deals and effectively collaborate across Sales, Finance, and Legal
• Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support sales efforts
• Strong presence and communication with the Field.
• Ability to execute strategies and manage under supervision sales enablement, deal optimization, profitability and strategic positioning initiatives
• Drive and execute decision reviews, approvals, and executing across competencies (quoting, legal, revenue, etc.)
• Support the global Deal Desk leadership to deliver consistent and exceptional support to our sales organization
• Propose and execute initiatives as part of the long term strategy for the Deal Desk team and business
• High-energy, team-first attitude: motivated to work collaboratively in a fast-paced, ever-changing environment to help our growing business
• Deal Management
• Assess Financial and revenue risk on non-standard deals and understand and embed financial/legal compliance
• Propose and incorporate custom terms and legal edits into order forms and contract documents
• Coordinate and manage cross-departmental approvals outside of standard systematic workflow
• Maintain and update repository of legal language templates for non-standard deals for specific offerings
• Understand and enforce revenue recognition policies across all deals
• Support RFP/RFI/Vendor Questionnaires and drive the enablement process related to such requests.
• Quote to Cash
• Create and manage systematic CRM workflows around Deal Desk sales engagement and Revenue team alerting for non-standard orders
• Conduct due diligence and construct financial and legal requirements for changes in existing offerings and launch of new offerings
• Identify gaps in current Deal Desk processes (both operational and systematic) and create improvements for efficiencies
• General experience in building IT requirements and enhancements, and project management
• What You Bring
• Bachelor’s degree in Finance or related competency
• At least 5 year of experience in Sales Operations, Channel Operations, Deal Desk, Contract Administration or related
• MBA preferred
• Strong attention to detail while multitasking
• Strong communication skills
• Ability to work in a fast-paced, high-pressure environment
• High proficiency in MS Office (Excel, Word, PowerPoint) and GSuite, Salesforce(CPQ a plus)
• Experience working in a SaaS or high-tech company is also a plus

What is the role

We're looking for a Principal Software Engineer to join the Elasticsearch - Search team. This globally-distributed team of expert engineers focuses on delivering a robust and feature-rich search experience, including contributing to improving the search experience in Lucene. This is a principal software engineering role that focuses on enhancing the vector similarity search functionality within Elasticsearch, covering the design and implementation of new vector search features, enhancements to existing vector search functionality, and resolving bugs.

Our company is distributed by intention. We hire the best engineers we can find wherever they are, whoever they are. We collaborate across continents every day over email, GitHub, Zoom, and Slack. At our best, we write fast, scalable and intuitive software. We believe that the best way to do that is to empower individual engineers, code review every change, decide big things by consensus, and strive for incremental improvements.

What You Will Be Doing

• Lead initiatives within Elasticsearch to produce an industry-leading vector database offering, supplying unparalleled speed and relevance in search.
• Contribute to Elasticsearch full time, building new search features and fixing intriguing bugs, all while making the code easier to understand. Sometimes you'll need to invent a new algorithm or data structure. Or find one and implement it. Sometimes you'll need to get close to the operating system and hardware.
• Work with a globally distributed team of experienced engineers focused on the vector search capabilities of Elasticsearch.
• Be an expert on how Elasticsearch implements vector similarity in support of search relevance and everyone will turn to you when they have a question about this area. You'll improve this area based on your questions and your instincts.
• Work with community members from all over the world on issues and pull requests, sometimes triaging them and handing them off to other experts and sometimes handling them yourself.
• Write idiomatic modern Java -- Elasticsearch is 99.8% Java!

What You Bring Along

• You have implemented novel techniques in vector similarity on a search platform with a large user base or progressed the field of academic research in vector similarity information retrieval.
• Professional experience with vector similarity and vector databases, and you used HNSW, IVF, or other relevant algorithms and libraries on search platforms at scale.
• You have strong skills in core Java and are conversant in the standard library of data structures and concurrency constructs, as well as other features like lambdas.
• You work with a high level of autonomy, and are able to take on projects and guide them from beginning to end. This covers both technical design and working with other engineers to develop needed components.
• You're comfortable developing collaboratively. Giving and receiving feedback on code and approaches and APIs is hard! Bonus points if you've collaborated over the internet because that's harder. Double bonus points for asynchronous collaboration over the internet. That's even harder, but we do it anyway because it's the best way we know how to build software.
• You've used several data storage technologies like Elasticsearch, Solr, PostgreSQL, MongoDB, or Cassandra and have some idea how they work and why they work that way.
• You have excellent verbal and written communication skills. Like we said, collaborating on the internet is hard. We try to be respectful, empathetic, and trusting in all of our interactions. And we'd expect that from you too.

Bonus Points

• You've built things with Elasticsearch before.
• You've worked with open source projects and are familiar with different styles of source control workflow and continuous integration.
• Experience with data storage technology.
• You have experience designing, leading and owning cross-functional initiatives

What is the role

We're looking for a Principal Software Engineer to join the Elasticsearch - Search team. This globally-distributed team of expert engineers focuses on delivering a robust and feature-rich search experience, including contributing to improving the search experience in Lucene. This is a principal software engineering role that focuses on enhancing the vector similarity search functionality within Elasticsearch, covering the design and implementation of new vector search features, enhancements to existing vector search functionality, and resolving bugs.

Our company is distributed by intention. We hire the best engineers we can find wherever they are, whoever they are. We collaborate across continents every day over email, GitHub, Zoom, and Slack. At our best, we write fast, scalable and intuitive software. We believe that the best way to do that is to empower individual engineers, code review every change, decide big things by consensus, and strive for incremental improvements.

What You Will Be Doing

• Lead initiatives within Elasticsearch to produce an industry-leading vector database offering, supplying unparalleled speed and relevance in search.
• Contribute to Elasticsearch full time, building new search features and fixing intriguing bugs, all while making the code easier to understand. Sometimes you'll need to invent a new algorithm or data structure. Or find one and implement it. Sometimes you'll need to get close to the operating system and hardware.
• Work with a globally distributed team of experienced engineers focused on the vector search capabilities of Elasticsearch.
• Be an expert on how Elasticsearch implements vector similarity in support of search relevance and everyone will turn to you when they have a question about this area. You'll improve this area based on your questions and your instincts.
• Work with community members from all over the world on issues and pull requests, sometimes triaging them and handing them off to other experts and sometimes handling them yourself.
• Write idiomatic modern Java -- Elasticsearch is 99.8% Java!

What You Bring Along

• You have implemented novel techniques in vector similarity on a search platform with a large user base or progressed the field of academic research in vector similarity information retrieval.
• Professional experience with vector similarity and vector databases, and you used HNSW, IVF, or other relevant algorithms and libraries on search platforms at scale.
• You have strong skills in core Java and are conversant in the standard library of data structures and concurrency constructs, as well as other features like lambdas.
• You work with a high level of autonomy, and are able to take on projects and guide them from beginning to end. This covers both technical design and working with other engineers to develop needed components.
• You're comfortable developing collaboratively. Giving and receiving feedback on code and approaches and APIs is hard! Bonus points if you've collaborated over the internet because that's harder. Double bonus points for asynchronous collaboration over the internet. That's even harder, but we do it anyway because it's the best way we know how to build software.
• You've used several data storage technologies like Elasticsearch, Solr, PostgreSQL, MongoDB, or Cassandra and have some idea how they work and why they work that way.
• You have excellent verbal and written communication skills. Like we said, collaborating on the internet is hard. We try to be respectful, empathetic, and trusting in all of our interactions. And we'd expect that from you too.

Bonus Points

• You've built things with Elasticsearch before.
• You've worked with open source projects and are familiar with different styles of source control workflow and continuous integration.
• Experience with data storage technology.
• You have experience designing, leading and owning cross-functional initiatives

What is The Role

Elastic, the Search AI company, is seeking a dynamic Field Sales Account Executive Mid Market. As an integral part of our growth strategy, you will play a key role in expanding our presence within mid market customer accounts. This is an opportunity for those who are passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data.

What You Will Be Doing

• Drive the adoption of Elastic's AI-powered solutions by deepening our engagement with existing accounts and engaging with new groups within these customers.
• Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights.
• Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently.
• Collaborate closely with various Elastic business functions to ensure an exceptional customer experience.
• Proactively identify new business opportunities with customers, successfully navigating complex sales cycles. 
• Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within your territory.

What You Bring

• A proven track record in SaaS subscription sales, particularly with cross sell motions within accounts, evidenced by quota overachievement and strong customer references.
• In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM.
• Adept at building relationships and establishing credibility with both developers and executives.
• Consistent and accurate sales forecasting skills using SFDC.
• Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions.
• Prior experience selling into the Enterprise accounts included in this territory.

Bonus Points

• Experience in selling within an Open Source model.

If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you!

What is The Role

Elastic, the Search AI company, is seeking a dynamic Field Sales Account Executive Mid Market. As an integral part of our growth strategy, you will play a key role in expanding our presence within mid market customer accounts. This is an opportunity for those who are passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data.

What You Will Be Doing

• Drive the adoption of Elastic's AI-powered solutions by deepening our engagement with existing accounts and engaging with new groups within these customers.
• Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights.
• Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently.
• Collaborate closely with various Elastic business functions to ensure an exceptional customer experience.
• Proactively identify new business opportunities with customers, successfully navigating complex sales cycles. 
• Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within your territory.

What You Bring

• A proven track record in SaaS subscription sales, particularly with cross sell motions within accounts, evidenced by quota overachievement and strong customer references.
• In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM.
• Adept at building relationships and establishing credibility with both developers and executives.
• Consistent and accurate sales forecasting skills using SFDC.
• Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions.
• Prior experience selling into the Enterprise accounts included in this territory.

Bonus Points

• Experience in selling within an Open Source model.

If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you!

What Is The Role
Elastic, the Search AI company, is looking for a high-energy SLED Enterprise Account Executive to drive net-new revenue and expansion within strategic SLED Enterprise accounts within State and Local Government in Washington and Oregon. 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 SLED 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex SLED focused Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What is The Role

elastic.co is how Elastic talks to the world — it's where potential customers first encounter our products and where existing ones come to learn more. As a Software Engineer II on the Web Engineering team you'll own meaningful parts of that experience: building the features, systems, and infrastructure that keep the site fast, reliable, and effective at scale. The ideal candidate should have experience with front-end technologies plus an interest in CI/CD.

You'll work closely with stakeholders across the company to ship features that improve the site's quality and performance in a distributed, async-first environment.

What You Will Be Doing

• Develop and maintain the front-end stack from component design to deployment pipeline, and ship production code end-to-end.
• Instrument client-side performance (Core Web Vitals, error tracking, real-user monitoring) alongside backend logging, metrics, tracing, alerting, and dashboards.
• Partner with product managers, designers, and other developers to build, test, and release features for elastic.co.
• Write clean, maintainable, and well-documented code.
• Participate in code reviews for your team.
• Diagnose and resolve production issues spanning client regressions to backend failures, and participate in an on-call rotation for an always-on service.

What You Bring

• 3+ years working in a frontend-focused role with proven TypeScript and React depth across component architecture, performance, and state management.
• Working proficiency in at least one of Node.js, Python, or Go.
• Experience owning CI/CD pipelines (GitHub Actions, Jenkins, or equivalent) end-to-end, including front-end build tooling, bundle optimization, and deployment automation without a dedicated ops team.
• A track record of building for high availability, security, and scalability at real production scale.
• Ability to work autonomously in a globally distributed team.

What Is The Role
Elastic, the Search AI company, is looking for a high-energy SLED Enterprise Account Executive to drive net-new revenue and expansion within strategic SLED Enterprise accounts within the New England territory.  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 SLED 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex SLED Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What is The Role: 

As a Principal Solutions Architect at Elastic you will serve as a technical authority and trusted advisor to our sales team, customers, partners and community. You will understand and tackle our customer’s business issues with the Elastic Stack, engage the regional Elastic community through events and programs, and enable sales through our Partners. A successful SA at Elastic will be passionate about perfection; taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo. For this role we are truly looking for Solution Architects that have deep security knowledge and extensive experience with SIEM platforms and vendor solutions in enterprise environments

What You Will Be Doing:

• Serving as the technical point of contact for your accounts and account managers in your assigned enterprise territory.
• Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs.
• Crafting and owning value based relationships at all levels in customer organizations.
• Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win.
• Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings, and at events such as meetups and conferences.
• Advising the sales team on effective ways of positioning Elastic products, solutions and services.
• Onboarding, educating and enabling our partners, and supporting them in sales cycles.
• Crafting collateral, contributing to programs and collaborating with other Elasticians to meet individual client needs.
• Being the voice of the customer and community to communicate needs, gaps, and improvements to our engineering and leadership teams.
• Deepening both your sales and technical skills through self driven education while taking advantage of all the professional development opportunities provided by Elastic.

What You Bring:

• A track record of success in a technical presales role-- enough experience selling and implementing technology to earn your customer’s trust.
• A proven track record to articulate and sell the benefits of modern platforms, software and technologies.
• Extensive experience with SIEM platforms and vendor solutions in enterprise environments
• Deep understanding of AI and its impact on SIEM and Analytics solutions.
• Strong understanding of SOC workflows, processes, and operational challenges.
• Knowledge of a wide range of security solutions, the type of data they produce and build content to satisfy Use Case Requirements
• A real passion for being curious and a continuous learner. You are someone that invests in yourself as much as you invest in your professional relationships.
• A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors.
• An ability to influence. Have you more than once convinced a team you worked for, of an idea, technology, or architectural pattern?
• The ability to inspire groups, both large and small.
• A willingness to travel 30% within region, as well as occasionally internationally.

Why Elastic?

“Once I started, I was blown away to realize, what was always so obvious, everything is search. Anything you do with data involves search, every app needs search, even analytics are about search. Daily I am blown away with the types of things our users and customers are doing with search.” Director of Product, Elastic.

What Is The Role

Elastic is looking for a driven, curious, high-impact Inside Account Executive to accelerate both new business acquisition and expansion for mid markets.

You’ll operate across the full sales cycle—from pipeline generation through to close—while helping unlock growth opportunities. If you’re passionate about technology, thrive in fast-paced environments, and want to help customers solve complex challenges through the power of search, we’d love to hear from you.

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 so you chase only the highest-confidence deals.

• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Confidently present to both Technical and Executive audiences 

• 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 %.

• 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.

• 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

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

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What is The Role

Elastic is searching for a Senior Solutions Architect for the ASEAN territory. This role will be based in Singapore and requires occasional travels to Thailand to support our Enterprise and Strategic customer accounts.

As a Senior Solutions Architect at Elastic you will serve as a technical authority and trusted advisor to our sales team, customers, partners and community. You will understand and tackle our customers business issues with the Elastic Stack, engage the regional Elastic community through events and programs, and enable sales through our Partners. A successful SA at Elastic will be passionate about technology; taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo.

What You Will Be Doing

• Serving as the technical point of contact for your accounts and account managers in your assigned territory.
• Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs.
• Creating and owning value based relationships at all levels in customer organizations.
• Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win.
• Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings, and at events such as meetups and conferences.
• Advising the sales team on effective ways of positioning Elastic products, solutions and services.
• Onboarding, educating and enabling our partners, and supporting them in sales cycles.
• Creating collateral, contributing to programs and collaborating with other Elasticians to meet individual client needs.
• Being the voice of the customer and community to communicate needs, gaps, and enhancements to our engineering and leadership teams.
• Deepening both your sales and technical skills through self driven education while taking advantage of all the professional development opportunities provided by Elastic.

What You Bring

• A track record of success in a technical presales role-- enough experience selling and implementing technology to earn your customer’s trust.
• A proven track record to articulate and sell the benefits of modern platforms, software and technologies.
• A real passion for being curious and a continuous learner. You are someone that invests in yourself as much as you invest in your professional relationships.
• A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors.
• An ability to influence. Have you more than once convinced a team you worked for, of an idea, technology, or architectural pattern?
• The ability to inspire groups, both large and small.
• Ability to communicate effectively in both English & native Thai
• Willingness to travel frequently internationally (Thailand)

What Is The Role

Elastic is looking for a driven, curious, high-impact Inside Account Executive to accelerate both new business acquisition and expansion in Public Sector. 

You’ll operate across the full sales cycle, from pipeline generation through to close, while unlocking growth opportunities. If you’re passionate about technology, thrive in fast-paced environments, and want to help customers solve complex challenges through the power of search, observability and security, we’d love to hear from you.

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 so you chase only the highest-confidence deals.

• Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. Confidently present to both Technical and Executive audiences 

• 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 %.

• 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.

• 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

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

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

Elastic is expanding its Sales Development team to support the explosive adoption of our offerings. Companies like Netflix, Lyft, Facebook, The New York Times, and Tinder (yeah, that Tinder) are looking to Elastic to help solve their big data problems. As a Sales Development Representative (SDR), you will play a critical role in the success of our sales organization by proactively identifying, nurturing, and creating new opportunities. Unlike most Sales Development organizations, we care about the quality of the interactions you have with our users more than the quantity of calls you make in a day. At Elastic, you will work with current users to understand their use case and help them navigate their Elastic journey.

We provide office space for in-person trainings, collaboration, and team building which is used by SDRs on average of 1-2 days per week depending on tenure, team, and preference. The in-person collaboration helps our SDRs to build stronger relationships and develop in a more collaborative and supportive environment.

What is The Role:

As an SDR organization, we spend most of our time finding new business to expand Elastic's presence in all market segments. Your responsibilities will include: 

• Collaborate with sales, marketing and our partner team to develop new strategies to build our sales pipeline and grow our business
• Balance the reactive work of responding to interested users with a creative and proactive approach to identify new opportunities
• Use Salesforce, Outreach, LinkedIn, and other prospecting tools to research accounts, identify key contacts and craft targeted messaging
• Learn our technology and effectively communicate our value proposition with a technical audience. Work to understand their goals and challenges to better understand how we can help

What You Bring:

There isn’t a cookie-cutter mold for who we hire, but there are some common qualities each member of our high-performing team possesses:  

• 0-1 years of SaaS sales experience 
• Willing to be in the New York City office a few days a week
• Open to feedback, genuinely curious and constantly looking for ways to learn and improve
• Genuine love of technology, with the ability to learn and communicate complex technical concepts - Don’t worry, we’ll give you a lot of resources!
• Not afraid to pick up the phone - this is the path to success!
• Hitting your monthly targets by being results oriented and focussed on achieving, through self discipline, creativity and passion
• Wanting to be a part of something bigger than yourself

What Is The Role
Elastic, the Search AI company, is looking for a high-energy Public Sector Account Executive to drive net-new revenue and expansion within key strategic government departments. 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 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex Public Sector deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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 DWP AND/OR HMRC

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.

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!

#LI-PM1

What is The Role

We are looking for a Senior Software Engineer to join our Docs Engineering Team. In this role, you will bring your technical expertise to our distributed team in order to build, maintain, and support our documentation platform, tooling and pipelines. You will also work alongside a variety of stakeholders to understand business needs, plan and design solutions, and rollout and promote systems and processes.

Versatility and an interest in working across a range of projects and programming languages, is essential. We are looking for a formidable systems thinker, a polyglot engineer who views programming languages as tools rather than identities. Someone who knows how to build software using the right methods, both established and new. and who has a drive to improve efficiency and automation through intelligent and informed choices.

The Docs Engineering Team is responsible for making available documentation to both internal and external users across the entire Elastic ecosystem. We do this by providing utilities, platforms and processes by which documentation can be authored, organized and delivered in both traditional and emerging ways. So as part of our Docs Engineering Team, you won't just be maintaining a platform, you'll be building the sophisticated tooling and pipelines that deliver documentation to the world.

You will have the autonomy to help lead the effort in redefining how technical documentation is authored and delivered. If you are a self-motivated engineer who enjoys solving high-level architectural puzzles and isn't afraid to get their hands dirty across different stacks, we want to talk to you.

Prior experience with the Elastic product suite is not essential, but is beneficial.

What You Will Be Doing

• You'll be developing, maintaining, and supporting software that bridges the gap between content creation and high-scale delivery.
• You'll work in a multi-language environment across a range of technologies. 
• You'll leverage AI-assisted coding and emerging tools to radically improve engineering efficiency and automation.
• You'll work alongside with the Product Team and other stakeholders to translate business needs into elegant, scalable deployment patterns and processes.
• You'll maintain a relentless focus on usability, ensuring our documentation platforms provide a world-class experience for developers.

What You Bring

• You have proven experience in building, releasing, supporting and maintaining software products for a broad user base.
• You have a minimum 8 years of recent software engineering experience, with proficiency in a variety of programming languages.
• You are comfortable with AI-assisted coding and have a drive to integrate these tools into the modern development lifecycle.
• You can demonstrate a deep understanding of industry best practices, complex architectures, and the nuances of distributed systems.
• You have a strong focus on usability and developer experience.
• You have a genuine interest in technology.
• You have excellent communication, collaboration, and interpersonal skills.
• You can think clearly, work independently, and collaborate effectively across a remote, global team.
• Ideally, you also have prior experience of Elastic products (though this is not essential).

What is The Role

We’re looking for a Global PR Director to lead our external communications and drive high-impact outcomes across priority markets. This is a senior role responsible for ensuring product innovation is translated into clear, credible narratives that build trust with developers and economic buyers, and are amplified optimally across channels and markets.

You will own our global PR strategy, lead major campaigns and launches, and ensure we consistently land differentiated stories across media, social, podcasts, and speaking platforms. You will work closely with Product, Marketing, Developer Marketing, Social, and regional teams to drive aligned execution and ensure consistent rollout across markets and channels. This role reports to the Head of Global Communications.

PR is a core lever for how we build credibility and differentiate in the market. This role ensures we show up with a clear, consistent, and compelling narrative globally and translate it into sustained visibility and influence across channels.

What You Will Be Doing

• Define and implement a global PR strategy aligned to company priorities and positioning
• Ensure product innovation is consistently translated into strong, repeatable narratives that build credibility with technical and economic audiences
• Drive high-impact visibility across media, social, podcasts, and speaking opportunities in key markets
• Lead global campaign planning and major launches, ensuring coordinated, consistent rollout across regions and channels
• Collaborate closely with Social, Product, Marketing, and Developer Marketing teams to ensure alignment and coordinated execution
• Lead and optimize team and agency performance across markets, ensuring consistent quality and impact
• Identify and prioritize the opportunities that will most optimally build visibility and market credibility across channels
• Partner with executive and product teams to develop a strong, credible spokesperson bench
• Measure and improve performance, focusing on outcomes not activity

What You Bring

• Proven experience leading global PR in a high-growth tech company
• Strong track record of driving high-impact visibility across media and broader channels
• Experience driving the performance of regional teams and agencies across multiple regions
• Commercial mentality with an understanding how communications supports growth, pipeline, and market perception
• Confident working with senior team members and advising executives
• Comfortable operating in a dynamic, high-growth environment

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 across Digital Natives within South Korea. 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 Enterprise segment.

What You Will Be Doing

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) 

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

• Value storytelling & demos: Craft and deliver tailored narratives and live demos 

• Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

What is The Role

To support our continued growth and build the outstanding Global Finance/ Compensation organization, we are looking for a Sales Strategy and Finance Analyst to join our fun, growing, and collaborative team!

We will look to you to help continue to work with vital partners within Elastic to assess and capture sales compensation requirements, maintain and improve the Excel quota models used to provide vital data to the Sales Compensation and Finance team. Above all, this role will care and ensure our global sales organization, its leaders, have a smooth running commissions process, while meeting Elastic’s business needs as they change.

If you are passionate about driving business results and you are driven for an opportunity with a dynamic, fast-paced organization and be part of a distributed team, this could be an excellent fit.

What You Will Be Doing

• Sales Compensation program implementation each fiscal year by working closely with internal partners to analyze and capture all required sales comp plan components for our team so that they can set up the Xactly system.
• Collaborate with the Sales Strategy team on a monthly basis to acquire quota and vital data for current and new sales rep hires.
• Build and maintain a global sales quota model, commission rates, and any vital information for setting up sales rep to our colleagues.
• Provide ad hoc analysis and attainment data for our partnering teams.
• Identify and drive process improvements by providing key inputs during process standardization during fiscal year.

What You Bring

• Advanced Level Proficiency with Excel and attention to detail. Having experience with large data and Excel formulas to navigate large files is required.
• 2+ years of work experience in Sales Compensation / Operation / Analytics area (knowledge of sales compensation, quota process, year-end and month close activities).
• Experience with Xactly, Tableau, and AI (ChatGPT, Claude, etc.) is nice to have.
• Excellent communication and engagement skills (you will be working cross functionally across different organizations).
• Strong analytical and reasoning skills, a demonstrated professional experience in content creation, data analysis & reporting.
• Comfortable with fast pace environments and desire to own, re-build, improve upon existing processes.
• Standout colleague who can partner well across various departments but also able to work independently.
• Highly collaborative style and the ability to adjust on the fly to new demands as team and goals grow.

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 Enterprise 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 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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

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.

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!

#LI-AM2

What Is The Role
Elastic is searching for an Enterprise Account Executive to expand our Enterprise and Strategic customer accounts. Our Enterprise Account Executives are individual contributors, passionate about building new business and growing the Elastic footprint within accounts of more than 4,000 employees and ensuring our customers are successfully leveraging Elastic cloud solutions across their organization. Are you ready to help users address their hardest problems through the power of search? If so, we’d love to hear from you!

What You Will Be Doing

• Building awareness and driving demand for Elastic solutions within new Enterprise accounts, by helping users and customers derive value from their data sets
• Serving as an evangelist for our Open Source offerings while communicating and demonstrating the capabilities of our commercial features
• Uncovering new and diverse use cases to enable our users to work smarter, not harder
• Collaborating across Elastic business functions to ensure a seamless customer experience
• Working thoughtfully with customers to identify new business opportunities, leading through the sales cycle and closing complex transactions
• Building a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts

What You Bring

• A track record of success in selling SaaS subscriptions into net new complex accounts, demonstrated by overachievement of quota and strong customer references
• A deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud
• The ability to build relationships and credibility with both Developers and Executives
• Predictability and accurate forecasting capabilities using SFDC
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
• Previous experience selling SaaS into the Enterprise accounts included in this territory

Bonus Points

•  Previous experience selling in an Open Source model or SaaS

What Is The Role
Elastic, the Search AI company, is looking for a high-energy Senior Mid-Market Account Executive to drive net-new revenue and expansion with both enterprise and mid-market accounts in Sweden. 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 Enterprise segment.

This is a remote role based in Sweden.

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 so you chase only the highest-confidence deals.

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

• 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 %.

• 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.

• 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

• Proven SaaS quota‐carrying success: 5+ years closing complex deals, consistently overachieving targets in a consumption-based or usage-model environment.

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

• 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.

• Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.

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

• Collaborative mindset & coachability: A learner who partners effectively 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.

• Fluent in Swedish (business level or native)

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.

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!

What is The Role:

Our Strategic Account Executives will prospect, qualify, pursue and close opportunities in the assigned Strategic accounts, using key enterprise sales strategies including: Developing trusted advisor level relationships with senior executives and other important decision makers and influencers. Using relationships to establish Elastic as the preferred partner and creating new business opportunities. Identifying account needs and crafting compelling cases for Elastic solutions. Creating deal strategies and orchestrating deal team efforts to progress opportunities. Driving successful business outcomes and unlocking additional opportunities.

What You Will Be Doing:

• Driving and Managing Sales Strategy - Acquire an in-depth understanding of customer strategies, needs, and organizational dynamics. Design targeted account plans to exceed revenue expectations while ensuring balanced growth. Cultivate relationships within new and existing customer accounts to effectively influence organizational strategy.
• Building Trust - Forge strong relationships by deeply understanding stakeholder needs and consistently delivering exceptional value through expert consultation, customized solutions, and flawless execution.
• Being Customer Focused - Maintain an active awareness of each account's growth plans, technological initiatives, and competitive environment. Regularly review publicly available information to stay abreast of industry trends and issues affecting your customer base.
• Providing Account Leadership - Develop and sustain dynamic account plans that outline strategies and identify new business opportunities. Lead account interactions, develop customer personas, and manage sales cycles while effectively using regional and cross-functional resources.
• Creating Business Proposals - Create comprehensive business plans tailored to customer priorities and challenges, supported by value justification, benchmarking, and return on investment data.
• Managing Pipeline - Employ a structured approach to maintain a fluid sales pipeline, collaborating closely with marketing, alliance partners, and distribution channels.
• Demonstrating Elastic Proficiency – Maintain a comprehensive working knowledge and understanding of all Elastic products and solutions to effectively meet customer needs.

What You Bring:

• Minimum 10 years experience in enterprise software sales for high-growth companies.
• Established track record of increasing B2B sales of high-tech solutions, specifically within Fortune 500 and large enterprise accounts.
• Demonstrated expertise in influencing and selling to C-suite executives on seven-to-eight-figure opportunities within premier enterprises.
• Excellent sales and presentation skills, supported by a consistent history of success.
• Exceptional ability to lead cross-functional teams across dispersed geographies.
• Recognized by customers as an authority in search technology and/or advanced machine learning and data analytics solutions.
• Holds a Bachelor’s degree or equivalent and possesses equivalent hands-on experience in the field.

#LI-AM2

What is the Role

We are looking for an organized and proactive Administrative Assistant, who is ready to thrive in a fast-paced, global environment. Our Administrative Assistants work independently while staying closely aligned with Senior Directors, Vice Presidents, and peers across the business. You take ownership, manage competing priorities effectively, and bring professionalism, discretion, and urgency to every task.

This role offers the opportunity to grow into expanded administrative and operational responsibilities as you build expertise and demonstrate strong performance.

What You Will Be Doing

• Manage complex calendars for multiple leaders spanning Pacific to Eastern time zones, ensuring precision, responsiveness, and alignment.
• Prepare, submit, and track expense reports accurately in Concur (required).
• Handle confidential information with discretion, sound judgment, and professionalism.
• Coordinate internal meetings and scheduling requests across multiple stakeholders and time zones.
• Partner with other administrative professionals to ensure smooth coordination across global teams

What You Bring

• Experience: 2–4 years of administrative or executive support experience, ideally supporting senior leadership.
• Highly organized and reliable: Excellent time management and attention to detail.
• Effective communicator: Clear, professional, and responsive in both written and verbal communication.
• Tech-proficient: Skilled in Google Workspace (Gmail, Calendar, Sheets, Docs) and Concur (required).
• Proactive and growth-minded: Able to anticipate needs, take ownership, and expand responsibilities over time.

What is The Role

At Elastic, we don’t just connect dots; we power the future of work. As the creators of Elasticsearch, Kibana, and Logstash, we are uniquely positioned to turn vast data into actionable intelligence. We are looking for a visionary Lead GenAI Cloud Developer to spearhead the evolution of ElasticGPT—transforming it from a conversational assistant into a proactive, task-oriented agentic ecosystem that removes friction from every Elastician's day.

Your Mission: From Chat to Action

You will lead the IT GenAI roadmap, moving beyond simple chat interfaces to build intuitive, action-oriented agentic workflows. Your goal is to mature our internal GPT tool’s (ElasticGPT) capabilities so it doesn't just answer questions—it executes tasks, automates complex processes, and serves as the primary driver of workforce productivity. 

This role requires experience building and operating real-world GenAI systems under constraints of scale, cost, latency, and enterprise governance—not just prototype or experimental workflows.

What You Will Be Doing

• AI Agent Strategy & Development: Lead the evolution of ElasticGPT into a task-oriented agent. Design sophisticated workflows (both agentic and deterministic) using LangGraph/LangChain/Elastic Agent Builder/n8n (or equivalent frameworks) to automate enterprise-wide productivity.
• Production RAG & Retrieval: Architect hybrid retrieval systems (BM25, vector search, RRF) using ESRE and Jina AI. Build data ingestion pipelines across Confluence, Jira, GitHub, and ServiceNow to improve answer quality.
• Infrastructure & MLOps: Oversee the full model lifecycle—from fine-tuning to deploying scalable APIs on Kubernetes—across major cloud providers (AWS, Azure, GCP).
• Optimization & Observability: Own token efficiency, latency, and cost management. Implement end-to-end tracing (OpenTelemetry) and evaluation pipelines to measure performance.
• Multi-Model Orchestration: Design and operate LLM gateway architectures for routing, fallback, spend control, and governance across multiple model providers.
• Protocol & Tool Architecture: Define multi-agent patterns, state management, tool contracts, and handoff logic for enterprise workflows. Demonstrate working knowledge of MCPs and modern agent tool-discovery patterns.
• Governance & Reliability: Design robust agents with retries, scoped permissions, and audit trails to ensure secure, reliable execution in a business tech stack.

What You Bring

• Advanced Agentic Expertise: Proven track record of building production-grade agents and RAG systems using frameworks like LangGraph/LangSmith.
• Technical Proficiency: Mastery of Python and TypeScript; deep experience with PyTorch, TensorFlow, or Hugging Face.
• Elasticsearch Mastery: Deep knowledge of ESRE, vector indexing (HNSW), and relevance tuning.
• System Design Intuition: Strong ability to balance the trade-offs between latency, cost, and response quality across multi-model environments (OpenAI, Anthropic, Vertex AI).
• Cloud & Scaling: Extensive experience with Kubernetes and managing high-concurrency cloud infrastructure.
• Strategic Ownership: A "builder" mindset with the ability to translate complex business needs into technical roadmaps and influence senior stakeholders.

• Education & Qualifications

  • Bachelor's or Master's degree in Computer Science, Engineering, or a related field.
  • Proven experience in developing generative AI models, including Natural Language Processing (NLP) or computer vision models.
  • Proficiency in deep learning frameworks such as Microsoft Cognitive Services, TensorFlow, PyTorch, or Hugging Face Transformers.
  • Strong knowledge of cloud platforms and services (e.g., AWS, Azure, GCP).
  • Experience with containerization and orchestration (e.g., Docker, Kubernetes).
  • Knowledge of DevOps practices for model deployment and automation.
  • Strong problem-solving skills and the ability to work in a dynamic and fast-paced environment.
  • Excellent communication and collaboration skills.
  • A commitment to Ethical AI and responsible development practices.

#LI-JM5

What is The Role

At Elastic, we don’t just connect dots; we power the future of work. As the creators of Elasticsearch, Kibana, and Logstash, we are uniquely positioned to turn vast data into actionable intelligence. We are looking for a visionary Lead GenAI Cloud Developer to spearhead the evolution of ElasticGPT—transforming it from a conversational assistant into a proactive, task-oriented agentic ecosystem that removes friction from every Elastician's day.

Your Mission: From Chat to Action

You will lead the IT GenAI roadmap, moving beyond simple chat interfaces to build intuitive, action-oriented agentic workflows. Your goal is to mature our internal GPT tool’s (ElasticGPT) capabilities so it doesn't just answer questions—it executes tasks, automates complex processes, and serves as the primary driver of workforce productivity. 

This role requires experience building and operating real-world GenAI systems under constraints of scale, cost, latency, and enterprise governance—not just prototype or experimental workflows.

What You Will Be Doing

• AI Agent Strategy & Development: Lead the evolution of ElasticGPT into a task-oriented agent. Design sophisticated workflows (both agentic and deterministic) using LangGraph/LangChain/Elastic Agent Builder/n8n (or equivalent frameworks) to automate enterprise-wide productivity.
• Production RAG & Retrieval: Architect hybrid retrieval systems (BM25, vector search, RRF) using ESRE and Jina AI. Build data ingestion pipelines across Confluence, Jira, GitHub, and ServiceNow to improve answer quality.
• Infrastructure & MLOps: Oversee the full model lifecycle—from fine-tuning to deploying scalable APIs on Kubernetes—across major cloud providers (AWS, Azure, GCP).
• Optimization & Observability: Own token efficiency, latency, and cost management. Implement end-to-end tracing (OpenTelemetry) and evaluation pipelines to measure performance.
• Multi-Model Orchestration: Design and operate LLM gateway architectures for routing, fallback, spend control, and governance across multiple model providers.
• Protocol & Tool Architecture: Define multi-agent patterns, state management, tool contracts, and handoff logic for enterprise workflows. Demonstrate working knowledge of MCPs and modern agent tool-discovery patterns.
• Governance & Reliability: Design robust agents with retries, scoped permissions, and audit trails to ensure secure, reliable execution in a business tech stack.

What You Bring

• Advanced Agentic Expertise: Proven track record of building production-grade agents and RAG systems using frameworks like LangGraph/LangSmith.
• Technical Proficiency: Mastery of Python and TypeScript; deep experience with PyTorch, TensorFlow, or Hugging Face.
• Elasticsearch Mastery: Deep knowledge of ESRE, vector indexing (HNSW), and relevance tuning.
• System Design Intuition: Strong ability to balance the trade-offs between latency, cost, and response quality across multi-model environments (OpenAI, Anthropic, Vertex AI).
• Cloud & Scaling: Extensive experience with Kubernetes and managing high-concurrency cloud infrastructure.
• Strategic Ownership: A "builder" mindset with the ability to translate complex business needs into technical roadmaps and influence senior stakeholders.

• Education & Qualifications

  • Bachelor's or Master's degree in Computer Science, Engineering, or a related field.
  • Proven experience in developing generative AI models, including Natural Language Processing (NLP) or computer vision models.
  • Proficiency in deep learning frameworks such as Microsoft Cognitive Services, TensorFlow, PyTorch, or Hugging Face Transformers.
  • Strong knowledge of cloud platforms and services (e.g., AWS, Azure, GCP).
  • Experience with containerization and orchestration (e.g., Docker, Kubernetes).
  • Knowledge of DevOps practices for model deployment and automation.
  • Strong problem-solving skills and the ability to work in a dynamic and fast-paced environment.
  • Excellent communication and collaboration skills.
  • A commitment to Ethical AI and responsible development practices.

#LI-JM5

What Is The Role:

As part of the Platform Engineering department, the Traffic team is crafting, building, and improving the multi-cloud platform at scale for Elastic Cloud Hosted and Serverless. We grow and mature our distributed network services and solutions for multiple cloud service provider platforms. We are built on Kubernetes, Go/Scala, and custom orchestration architectures. In your daily life with us, you will participate in coding, innovating technical designs, crafting solutions, improving resilience, and prioritizing security, bug fixes, and features. For example, Debugging Azure Networking for Elastic Cloud Serverless is part of our efforts, and we want your experience to contribute to a truly exceptional customer experience!

What You Will Be Doing:

• Taking an engineering approach in leading technical initiatives for automating network engineering efforts to guarantee the reliability of the global Elastic infrastructure. .
• Growing our global Platform infrastructure to meet the increasing scaling demands by developing and maintaining software, codebases, tooling and automations.
• Collaborating in an environment with an inclusive approach, and focusing on operational perfection which uplifts others.
• Preventing repeated customer impact in response to major incidents and prioritised problem management. Our on call rotation is spread well, and we address complex customer concerns too.

What You Bring:

• 10+ years in Software Engineering with product success in delivering Cloud network solutions. You collaborate with engineers as an authority in identifying, implementing and delivering solutions. Experience in public cloud, Go and managed Kubernetes services is advantageous.
• Success and lessons of experiences from striving for 'progress not perfection' in the name of Platform reliability. We want to hear about your customer first approach in solving operational problems for both today and the future.
• Passion for developing solutions that involve inclusive communication methods to grow and strengthen partner and team relationships. Examples of working in distributed teams or working remotely is desirable.

Bonus Points:

You don't need to have all of these items, but these represent the types of work you will do as a Software Engineer at Elastic.

• You have designed and built a SaaS product in a public cloud ideally built using Infrastructure-as-Code tooling such as Crossplane or Terraform
• You have built Kubernetes-at-scale infrastructure, ideally across multiple cloud providers, and the vital automation to support it.
• You have written product features or functions in Golang or other programming languages.
• You have worked with containerized services (such as Docker.)
• You have proven results in leading and improving cross-team engineering initiatives.
• You have experience in system administration with professional skills in Linux on distributed systems at scale.
• You have diagnosed or designed, implemented and created solutions with the Elastic Stack.
• You are experienced in a self-organizing and sharing in a globally distributed team environment.
• You strengthen team members in bringing out the best of each other by uplifting others with coaching and mentoring.

What is The Role:

To support our growth and enable us to scale efficiently, we are seeking an outstanding Sales Ops Professional to drive all sales strategy, planning, reporting, and analysis efforts for our US Public Sector Civilian and SLED Sales Areas. In addition, this role will also work cross functionally to help support our Sales Development, Sales Engineering and overlay sales organizations.

This role will provide the analysis needed to evolve our understanding of our pipeline dynamics and conversion rates; from the very top of the sales funnel all the way through to bookings. They will work very closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross functional teams towards our company’s growth objectives while developing early warning indicators to track progress.

What You Will Be Doing:

• Responsible for providing strategic, operational, and tactical support to multiple sales leaders across the Public Sector Geo
• Own all monthly sales pipeline related KPIs (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc)
• Drive the pipeline budget and forecast, along with monthly actual to plan variance analysis to provide an understanding of the deltas and drivers
• Support territory carving and GTM resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles
• Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.)
• Work cross-functionally with Area Vice Presidents, Finance, and our Marketing teams to help identify areas of concern (e.g. lack of pipeline to support growth) and both short term and long term initiatives to address them
• Drive critical initiatives including capacity planning, pipeline management and country- specific go-to-market plans. Work cross-functionally to develop growth plans for new geographies and market segments
• Support our overlay sales teams to continuously evolve our resourcing model

What You Bring:

• 3-5+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy
• Proven ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations
• Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning
• Excellent communication and engagement skills
• Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency
• Ability to thrive in a fast paced start-up environment
• Experience with the Salesforce.com platform
• Power user proficiency with the MS Office suite (especially MS Excel and MS Powerpoint)
• Familiarity with reporting and business intelligence tools (especially Tableau)

Bonus Points:

• Located in the Eastern (EST) or Central (CST) time zone 
• Experience supporting Public Sector leaders and market 
• Big 4 consulting experience 
• Understanding of Channel or Resellers, MSP or FSI companies and how they operate in the space 

What is the Role

We are actively seeking a Customer Architect with an understanding of technology and hands-on experience in key IT domains, notably Observability, Cybersecurity, and Enterprise Search. You should possess a strong technical background, preferably with experience in cloud-based software solutions. 

We value individuals who are passionate about staying at the forefront of technology trends with a growth mindset and excited to learn and implement new technologies. While previous experience with Elastic solutions is not a prerequisite, an eagerness to adopt our suite of solutions and apply them effectively to solve our customers' challenges is critical. This key role involves not only driving the consumption of our Elastic solutions by aligning them with customer business objectives but also onboarding customers, securing adoption, and facilitating expansion. 

As a Customer Architect, you will be the Trusted Technical Advisor, working in tandem with the customer and complementary groups like Field and Services Teams to ensure that Elastic solutions are exceeding customer’s expectations. . Your technical expertise, eye for business, and ability to deliver value will accelerate and improve the customer experience leading to customer continued satisfaction and expansion within the elastic portfolio. 

In your role, a crucial part of your responsibility is defining and communicating the technical success criteria for our customers. This involves crafting detailed Technical Success Plans tailored to the specific customers goals and critical metrics.

The Technical Success Plans act as a roadmap, outlining the optimal consumption and deployment of Elastic solutions in the customer's environment. They detail the necessary steps for implementation, highlight achievements for successful consumption or expansion, and provide and effectiveness aligned to the customer’s business goals. By actioning this plan , you will be seen as the trusted advisor, guiding the customer towards achieving their desired outcomes, thereby ensuring their success and satisfaction.

From providing technical guidance and sharing standard methodologies to aligning technical objectives with the customers' business goals, your work is instrumental in facilitating smooth adoption, sustained usage, and increased consumption of our solutions. This hands-on role requires you to be proactive, with a keen understanding of our customers' technical landscape and a commitment to making their journey with Elastic solutions successful and valuable.

Your chief aim will be to ensure the customer derives significant value, eliminate technical frictions, and propel the uptake and application of Elastic solutions, with the ultimate goal of growing annual recurring revenue (ARR).

What Will You Be Doing

• Collaborate closely with the account team, including the Account Executive and the Solutions Architect (Pre-sales engineer), to provide ongoing technical coverage and support, while the account team focuses on identifying new deals.

• Define the technical success plan for each customer, outlining the optimal use of Elastic solutions to achieve their business objectives.

• Ensure a successful technical customer journey, from onboarding to adoption, while continuously driving the consumption of Elastic solutions.

• Understand and articulate the value proposition of Elastic solutions and align them with the customer's business goals.

• Work closely with customers to identify and eliminate technical frictions, promoting a smoother adoption and implementation of Elastic solutions.

• Liaise between customers and support, as necessary, to ensure an optimized support resolution experience smoothing the adoption curve for the customer.

• As a hands-on technical authority, collaborate with the Service Team to deliver personalized, frictionless solutions that meet the unique needs of each customer.

• Develop a comprehensive understanding of the customer's business needs and translate these into technical requirements for Elastic solutions.

• Find opportunities for expansion, at which point the account team takes over to expand the subscription, aiming to grow annual recurring revenue (ARR).

• Foster ongoing customer relationships, ensuring that customers continue to increase their utilization of Elastic solutions, further driving ARR.

• Continuously review and assess customer consumption of Elastic solutions, proactively suggesting upgrades and enhancements that increase value and drive further consumption.

• The nature of the work that you will be doing will require a high percentage of work onsite with customers, and you should be expected to travel as a result of this requirement

What You Bring

• Bachelor's degree in Computer Science, Engineering, Information Systems, or a related field highly preferred.

• Fluency in German is required for this role. 

• Validated experience in a similar role such as Solutions Architect, Technical Consultant, or Pre-sales Engineer, with hands-on experience with Elastic solutions or equivalent technologies.

• Experienced with one or more Elastic solutions (Observability, Security, Enterprise Search) or the Elastic stack (Elasticsearch, Logstash, Kibana) and how to align them with business objectives is a plus. 

• Excellent communication and presentation skills.

• Strong social skills, with the ability to establish relationships with customers and team members.

• Demonstrated problem-solving skills, with a track record of delivering innovative solutions.

• Ability to lead multiple projects simultaneously and meet deadlines.

#LI-PF1

What Is The Role:

Elastic, the Search AI company, is seeking a Renewals Manager (Individual Contributor) to lead all aspects of enterprise customer renewals and drive long-term retention and growth. This individual contributor role is a key part of our customer success organization, passionate about ensuring timely renewals, identifying upsell opportunities, and reinforcing Elastic’s value with our largest customers.

What You Will Be Doing:

• Run a portfolio of enterprise customer accounts, engaging proactively a minimum of 180 days before renewal to secure continued partnerships.
• Drive the complete renewal cycle — from forecasting and negotiation to closure — ensuring a flawless customer experience.
• Identify and qualify expansion and upsell opportunities during renewal discussions, collaborating with account executives and customer success managers as needed.
• Build positive relationships with customer stakeholders and articulate the ongoing value of Elastic’s AI-powered search solutions.
• Communicate renewal status, risk, and forecast updates with precision in Salesforce (SFDC) and other reporting tools.
• Partner cross-functionally with sales, legal, operations, and customer success to streamline processes and resolve challenges swiftly.
• Stay informed on new product capabilities to educate customers on the evolving Elastic value proposition.

What You Bring:

• Proven success managing enterprise renewals or account portfolios in a SaaS subscription environment.
• Deep understanding of renewal and retention processes, including forecasting, risk mitigation, and negotiation.
• Excellent communication and relationship-building skills across technical and executive audiences.
• Ability to independently manage multiple renewal cycles and prioritize strategic engagements effectively.
• Knowledge of Salesforce (SFDC) and data management standards.
• A customer-focused attitude with a proactive approach to creating value and identifying growth opportunities.
• Passion for technology, analytics, and open source solutions.
• Fluent in French and English

Bonus Points;

• Prior experience in a renewals-specific or enterprise account management role.
• Familiarity with Enterprise Search, Log Analytics, Security, APM, or Cloud solutions.
• Experience working in a data-driven, cross-functional environment with strong commercial ownership.

What is the Role

We are actively seeking a Customer Architect with an understanding of technology and hands-on experience in key IT domains, notably Observability, Cybersecurity, and Enterprise Search. You should possess a strong technical background, preferably with experience in cloud-based software solutions. 

We value individuals who are passionate about staying at the forefront of technology trends with a growth mindset and excited to learn and implement new technologies. While previous experience with Elastic solutions is not a prerequisite, an eagerness to adopt our suite of solutions and apply them effectively to solve our customers' challenges is critical. This key role involves not only driving the consumption of our Elastic solutions by aligning them with customer business objectives but also onboarding customers, securing adoption, and facilitating expansion. 

As a Customer Architect, you will be the Trusted Technical Advisor, working in tandem with the customer and complementary groups like Field and Services Teams to ensure that Elastic solutions are exceeding customer’s expectations. . Your technical expertise, eye for business, and ability to deliver value will accelerate and improve the customer experience leading to customer continued satisfaction and expansion within the elastic portfolio. 

In your role, a crucial part of your responsibility is defining and communicating the technical success criteria for our customers. This involves crafting detailed Technical Success Plans tailored to the specific customers goals and critical metrics.

The Technical Success Plans act as a roadmap, outlining the optimal consumption and deployment of Elastic solutions in the customer's environment. They detail the necessary steps for implementation, highlight achievements for successful consumption or expansion, and provide and effectiveness aligned to the customer’s business goals. By actioning this plan , you will be seen as the trusted advisor, guiding the customer towards achieving their desired outcomes, thereby ensuring their success and satisfaction.

From providing technical guidance and sharing standard methodologies to aligning technical objectives with the customers' business goals, your work is instrumental in facilitating smooth adoption, sustained usage, and increased consumption of our solutions. This hands-on role requires you to be proactive, with a keen understanding of our customers' technical landscape and a commitment to making their journey with Elastic solutions successful and valuable.

Your chief aim will be to ensure the customer derives significant value, eliminate technical frictions, and propel the uptake and application of Elastic solutions, with the ultimate goal of growing annual recurring revenue (ARR).

What Will You Be Doing

• Collaborate closely with the account team, including the Account Executive and the Solutions Architect (Pre-sales engineer), to provide ongoing technical coverage and support, while the account team focuses on identifying new deals.

• Define the technical success plan for each customer, outlining the optimal use of Elastic solutions to achieve their business objectives.

• Ensure a successful technical customer journey, from onboarding to adoption, while continuously driving the consumption of Elastic solutions.

• Understand and articulate the value proposition of Elastic solutions and align them with the customer's business goals.

• Work closely with customers to identify and eliminate technical frictions, promoting a smoother adoption and implementation of Elastic solutions.

• Liaise between customers and support, as necessary, to ensure an optimized support resolution experience smoothing the adoption curve for the customer.

• As a hands-on technical authority, collaborate with the Service Team to deliver personalized, frictionless solutions that meet the unique needs of each customer.

• Develop a comprehensive understanding of the customer's business needs and translate these into technical requirements for Elastic solutions.

• Find opportunities for expansion, at which point the account team takes over to expand the subscription, aiming to grow annual recurring revenue (ARR).

• Foster ongoing customer relationships, ensuring that customers continue to increase their utilization of Elastic solutions, further driving ARR.

• Continuously review and assess customer consumption of Elastic solutions, proactively suggesting upgrades and enhancements that increase value and drive further consumption.

• The nature of the work that you will be doing will require a high percentage of work onsite with customers, and you should be expected to travel as a result of this requirement

What You Bring

• Bachelor's degree in Computer Science, Engineering, Information Systems, or a related field highly preferred.

• Fluency in English is required for this role. 

• Validated experience in a similar role such as Solutions Architect, Technical Consultant, or Pre-sales Engineer, with hands-on experience with Elastic solutions or equivalent technologies.

• Experienced with one or more Elastic solutions (Observability, Security, Enterprise Search) or the Elastic stack (Elasticsearch, Logstash, Kibana) and how to align them with business objectives is a plus. 

• Excellent communication and presentation skills.

• Strong social skills, with the ability to establish relationships with customers and team members.

• Demonstrated problem-solving skills, with a track record of delivering innovative solutions.

• Ability to lead multiple projects simultaneously and meet deadlines.

#LI-PF1

What is The Role

We're looking for a Senior Software Engineer to join the Elasticsearch - Search team. This globally-distributed team of expert engineers focuses on delivering a robust and feature-rich search experience, including contributing to improving the search experience in Lucene. This is a senior software engineering role that focuses on enhancing the vector and keyword search functionality within Elasticsearch, covering the design and implementation of new search features, enhancements to existing search functionality, and resolving bugs.

Our company is distributed by intention. We hire the best engineers we can find wherever they are, whoever they are. We collaborate across continents every day over email, GitHub, Zoom, and Slack. At our best, we write fast, scalable and intuitive software. We believe that the best way to do that is to empower individual engineers, code review every change, decide big things by consensus, and strive for incremental improvements.

What You Will Be Doing

• Contribute to Elasticsearch full time, building new search features and fixing intriguing bugs, all while making the code easier to understand. Sometimes you'll need to invent a new algorithm or data structure. Or find one and implement it. Sometimes you'll need to get close to the operating system and hardware.
• Work with a globally distributed team of experienced engineers focused on the search capabilities of Elasticsearch.
• Be an expert on Elasticsearch search relevance. You'll identify and drive improvements in this area based on your questions and your instincts.
• Work with community members from all over the world on issues and pull requests, sometimes triaging them and handing them off to other experts and sometimes handling them yourself.
• Write idiomatic modern Java -- Elasticsearch is 99.8% Java!

What You Bring 

• Professional experience with search and vector databases, and you used HNSW, IVF, or other relevant algorithms and libraries on search platforms at scale.
• You have strong skills in core Java and are conversant in the standard library of data structures and concurrency constructs, as well as other features like lambdas.
• You work with a high level of autonomy, and are able to take on projects and guide them from beginning to end. This covers both technical design and working with other engineers to develop needed components.
• You're comfortable developing collaboratively. Giving and receiving feedback on code and approaches and APIs is hard! Bonus points if you've collaborated over the internet because that's harder. Double bonus points for asynchronous collaboration over the internet. That's even harder, but we do it anyway because it's the best way we know how to build software.
• You've used several data storage technologies like Elasticsearch, Solr, PostgreSQL, MongoDB, or Cassandra and have some idea how they work and why they work that way.
• You have excellent verbal and written communication skills. Like we said, collaborating on the internet is hard. We try to be respectful, empathetic, and trusting in all of our interactions. And we'd expect that from you too.

Bonus Points

• You've built things with Elasticsearch before.
• You’ve worked on data storage technology.
• You've worked with open source projects and are familiar with different styles of source control workflow and continuous integration.
• You have experience designing, leading and owning cross-functional initiatives

What is The Role

We're looking for a Senior Software Engineer to join the Elasticsearch - Search team. This globally-distributed team of expert engineers focuses on delivering a robust and feature-rich search experience, including contributing to improving the search experience in Lucene. This is a senior software engineering role that focuses on enhancing the vector and keyword search functionality within Elasticsearch, covering the design and implementation of new search features, enhancements to existing search functionality, and resolving bugs.

Our company is distributed by intention. We hire the best engineers we can find wherever they are, whoever they are. We collaborate across continents every day over email, GitHub, Zoom, and Slack. At our best, we write fast, scalable and intuitive software. We believe that the best way to do that is to empower individual engineers, code review every change, decide big things by consensus, and strive for incremental improvements.

What You Will Be Doing

• Contribute to Elasticsearch full time, building new search features and fixing intriguing bugs, all while making the code easier to understand. Sometimes you'll need to invent a new algorithm or data structure. Or find one and implement it. Sometimes you'll need to get close to the operating system and hardware.
• Work with a globally distributed team of experienced engineers focused on the search capabilities of Elasticsearch.
• Be an expert on Elasticsearch search relevance. You'll identify and drive improvements in this area based on your questions and your instincts.
• Work with community members from all over the world on issues and pull requests, sometimes triaging them and handing them off to other experts and sometimes handling them yourself.
• Write idiomatic modern Java -- Elasticsearch is 99.8% Java!

What You Bring 

• Professional experience with search and vector databases, and you used HNSW, IVF, or other relevant algorithms and libraries on search platforms at scale.
• You have strong skills in core Java and are conversant in the standard library of data structures and concurrency constructs, as well as other features like lambdas.
• You work with a high level of autonomy, and are able to take on projects and guide them from beginning to end. This covers both technical design and working with other engineers to develop needed components.
• You're comfortable developing collaboratively. Giving and receiving feedback on code and approaches and APIs is hard! Bonus points if you've collaborated over the internet because that's harder. Double bonus points for asynchronous collaboration over the internet. That's even harder, but we do it anyway because it's the best way we know how to build software.
• You've used several data storage technologies like Elasticsearch, Solr, PostgreSQL, MongoDB, or Cassandra and have some idea how they work and why they work that way.
• You have excellent verbal and written communication skills. Like we said, collaborating on the internet is hard. We try to be respectful, empathetic, and trusting in all of our interactions. And we'd expect that from you too.

Bonus Points

• You've built things with Elasticsearch before.
• You’ve worked on data storage technology.
• You've worked with open source projects and are familiar with different styles of source control workflow and continuous integration.
• You have experience designing, leading and owning cross-functional initiatives

What Is The Role :

Developers and community matter. Our users and contributors have helped ensure that the Elastic Stack (including Elasticsearch, Kibana, Beats, and Logstash) is more than just code — they are free and open projects that people love to use and love to talk about.

Are you keen on sharing technology with the world and supporting our global user-base? Your activities as a Developer Advocate at Elastic would include:

• Speaking publicly at in-person and virtual conferences or meetups.
• Answering questions from developers on Discuss (our forum), Slack and other forums.
• Building and sharing content, including social media posts, in-depth blog posts, example code, demos, tutorials and videos on elastic.co or our YouTube channel.
• Contributing code on GitHub both to Elastic and external repositories.

The DevRel team's mission is to educate and help our users succeed by being (or the willingness to become) an expert in Elasticsearch and the Elastic Stack within the search and AI ecosystem.

If you read this far and think: "that's me!" — You probably won't need to read any further, and we should have a conversation. But if you doubt the type of experience we expect you to have, read on.

What You Will Be Doing :

• Foster the Elastic Community in Europe (EMEA), with a local focus on Amsterdam.
• Create technical content around the Elastic Stack such as code examples, talks, blog posts, videos, and demos.
• Speak at virtual and in-person events like conferences, meetups, and lunch & learn sessions in the Amsterdam area and throughout EMEA.
• Answer technical questions on Discuss, Slack, developer forums, social media, and at events.
• Reviewing colleagues content for technical accuracy.
• Contribute to Elastic repositories or external ones to integrate better with Elastic technologies.
• Help users be successful with Elastic’s stack, solutions, and cloud offerings.

What You Bring :

• Strong technical background and experience in an engineering role.
• Demonstrated ability to create compelling content about technology — including speaking, writing, and demoing.
• Empathy for the community to help them solve their issues, provide internal feedback to make Elastic’s products better, and fix problems where possible.
• Comfortable working with a highly distributed team.
• A dedicated individual with experience working in self-organizing teams.
• Excellent spoken and written communication skills in English.

Bonus Points :

• Familiarity with and passion for the Elastic Stack.
• Proficiency in additional language(s) — speaking or programming (like Golang, Python, Java, or Rust).
• Production experience with technologies that complement Elastic’s technologies — from Generative AI to Kubernetes.
• Involvement in past Elastic Community events as speaker or organizer.
• Experience with open source software or commercial open source companies.

What is The Role

Are you looking to make a real impact and play a meaningful role in the growth of our company?

As a Solutions Architect at Elastic you will serve as a technical authority and trusted advisor to our sales team, customers, partners and community. You will understand and tackle our customer’s business issues with the Elastic Stack, engage the regional Elastic community through events and programs, and enable sales through our Partners. A successful SA at Elastic will be passionate about perfection; taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo.

What You Will Be Doing

• Serving as the technical point of contact for your accounts and account managers in your assigned territory.
• Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs.
• Crafting and owning value based relationships at all levels in customer organizations.
• Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win.
• Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings, and at events such as meetups and conferences.
• Advising the sales team on effective ways of positioning Elastic products, solutions and services.
• Onboarding, educating and enabling our partners, and supporting them in sales cycles.
• Crafting collateral, contributing to programs and collaborating with other Elasticians to meet individual client needs.
• Being the voice of the customer and community to communicate needs, gaps, and improvements to our engineering and leadership teams.
• Deepening both your sales and technical skills through self driven education while taking advantage of all the professional development opportunities provided by Elastic.

What You Bring

• A track record of success in a technical presales role-- enough experience selling and implementing technology to earn your customer’s trust.
• A proven track record to articulate and sell the benefits of modern platforms, software and technologies.
• A real passion for being curious and a continuous learner. You are someone that invests in yourself as much as you invest in your professional relationships.
• A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors.
• An ability to influence. Have you more than once convinced a team you worked for, of an idea, technology, or architectural pattern?
• The ability to inspire groups, both large and small.
• A willingness to travel 30% within region, as well as occasionally internationally.

Why Elastic?

“Once I started, I was blown away to realize, what was always so obvious, everything is search. Anything you do with data involves search, every app needs search, even analytics are about search. Daily I am blown away with the types of things our users and customers are doing with search.” Director of Product, Elastic.

Why this team?

“We question the status quo, debate the best ways to accomplish our goals and hold ourselves and our teams to the highest standards of performance. We take pride in our ability to understand our customers needs and make recommendations that are based on extensive global experience across multiple use cases. We learn from our mistakes and losses and celebrate our successes with an eye towards constant improvement. Join this team if you are up for a compassionate, understanding and fair environment where you can really grow into the next phase of your career.” VP WW Solution Architecture, Elastic

#LI-AM2

• Collaborate closely with the account team, including the Account Executive and the Solutions Architect (Pre-sales engineer), to provide ongoing technical coverage and support, while the account team focuses on identifying new deals.
• Define the technical success plan for each customer, outlining the optimal use of Elastic solutions to achieve their business objectives.
• Ensure a successful technical customer journey, from onboarding to adoption, while continuously driving the consumption of Elastic solutions.
• Understand and articulate the value proposition of Elastic solutions and align them with the customer's business goals.
• Work closely with customers to identify and eliminate technical frictions, promoting a smoother adoption and implementation of Elastic solutions.
• Liaise between customers and support, as necessary, to ensure an optimized support resolution experience smoothing the adoption curve for the customer.
• As a hands-on technical authority, collaborate with the Service Team to deliver personalized, frictionless solutions that meet the unique needs of each customer.
• Develop a comprehensive understanding of the customer's business needs and translate these into technical requirements for Elastic solutions.
• Find opportunities for expansion, at which point the account team takes over to expand the subscription, aiming to grow annual recurring revenue (ARR).
• Foster ongoing customer relationships, ensuring that customers continue to increase their utilization of Elastic solutions, further driving ARR.
• Continuously review and assess customer consumption of Elastic solutions, proactively suggesting upgrades and enhancements that increase value and drive further consumption.

• Bachelor's degree in Computer Science, Engineering, Information Systems, or a related field highly preferred.
• Validated experience in a similar role such as Solutions Architect, Technical Consultant, or Pre-sales Engineer, with hands-on experience with Elastic solutions or equivalent technologies.
• Experienced with one or more Elastic solutions (Observability, Security, Enterprise Search) or the Elastic stack (Elasticsearch, Logstash, Kibana) and how to align them with business objectives is a plus.
• Excellent communication and presentation skills.
• Strong communication skills, with the ability to establish relationships with customers and team members.
• Proven problem-solving skills, with a track record of delivering innovative solutions.
• Ability to lead multiple projects simultaneously and meet deadlines.
• Located in Pacific timezone