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

Elastic, the Search AI company, is looking for a high-energy, hunter-minded Senior Account Executive to own and grow our Managed Security Service Provider (MSSP) ecosystem across the UK and Ireland. This is a dual-motion role: recruit net-new MSSP partners into the Elastic programme and expand the commercial footprint of existing MSSP relationships—driving revenue both ‘to’ and ‘through’ partners.

The UK managed security services market is growing at nearly 12% per year. Forward-looking MSSPs are moving away from legacy SIEM platforms toward Elastic Security: an agentic platform with resource-based pricing that scales with partner economics. You will help MSSPs unlock the value of Elastic’s AI-driven threat detection, native automation, and open architecture—enabling them to serve more customers with better margins and a genuinely differentiated service.

What You Will Be Doing

• Recruit & develop new MSSP partners: Identify and engage target MSSPs and security-focused MSPs across UKI, leading the conversation from prospecting through programme enrolment and first revenue.
• Grow existing MSSP relationships: Own a portfolio of established partners; build joint business plans, define security service roadmaps, and expand Elastic’s footprint across their customer base.
• Build & forecast an accurate pipeline: Manage a healthy pipeline of ‘to’ and ‘through’ partner opportunities, maintaining ≥90% forecast accuracy and CRM hygiene throughout.
• Tell the Elastic value story: Deliver tailored narratives connecting Elastic Security’s platform—Attack Discovery, AI Assistant, Workflows, Agent Builder, resource-based pricing—to the commercial outcomes MSSPs care about: margin, scalability, and differentiation.
• Shape the partner’s security roadmap: Collaborate with partner product and operations teams to build a capability roadmap on Elastic, enabling scalable managed security service delivery across cloud, on-premise, or hybrid.
• Enable partner sales & technical teams: Train MSSP teams on Elastic’s proposition and co-create joint go-to-market plans aligned to the Elastic Partner Programme.
• Convert MSPs to recurring security revenue: Guide traditional MSPs and VAR partners from transactional resale into profitable, recurring managed security services built on Elastic.

What You Bring

• Proven MSSP/MSP sales track record: 5+ years of quota-carrying experience with managed service or managed security providers, consistently overachieving in a consumption or recurring revenue model.
• Hunter mentality: Demonstrated ability to identify and land net-new partner relationships from a target list—you generate your own pipeline and thrive in a high-growth environment.
• Expert discovery & qualification: Applies MEDDPICC or equivalent frameworks to drive disciplined pipeline management and eliminate low-probability deals early.
• Security domain fluency: Working knowledge of the MSSP landscape, SIEM/XDR market dynamics, and the business model pressures facing Tier 2/3 security providers in UKI.
• Technical & commercial literacy: Comfortable discussing cloud economics, resource-based pricing, multitenancy architectures, and how AI-driven triage translates to MSSP margin improvement.
• Negotiation & closing capability: History of landing multi-year, high-ACV partner agreements while protecting margin and securing CxO buy-in.
• Collaborative & coachable: Partners effectively with internal teams and embodies Elastic’s values of community, openness, and distributed innovation.

Bonus Points

• Experience at an open-source, developer-centric, or Search AI infrastructure company.
• Familiarity with SIEM/XDR/EDR use cases in an MSSP delivery context, or experience displacing legacy SIEM vendors (Splunk, QRadar, Sentinel).
• An existing network of MSSP or SOC-as-a-service relationships across UKI.
• Genuine appreciation for open-source communities and the Elastic model.

#LI-PM1

• Lead, mentor and grow the Solutions Architecture (Sales Engineering) team.
• Provide the growing team with onboarding support, training and self-directed education programs.
• Drive the value proposition for Elastic Cloud within our community and customers.
• Communicate and align key product insights across our business functions.
• Help our Product and Engineering teams prioritize features that mean the most to our users.
• Formulate and drive the partner engagement strategy to overachieve regional goals.

• Success leading and growing a team of Solution Architects (Sales Engineers).
• Evidence of the ability to articulate and sell the benefits of our platforms and technologies, primarily in the security space.
• A strong grasp of distributed systems and architectures.
• Ability to "own the room" while presenting and selling with audiences both large and small.
• Player coach with a sincere interest in continuous growth in yourself and your team
• Travel: 30-50% within the region

• Experience in open source is a plus
• Knowledge of Observability
• Knowledge of Enterprise Search, Big Data, GenAI, Security preferred