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!

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

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