Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role

Elastic, the Search Analytics company, is seeking a dynamic Public Sector Account Executive to support our growth into Federal accounts - a significant market opportunity for Elastic.This is a critical hire for our business, we need someone with a genuine track record selling into Federal clients, the instincts of a Challenger seller, and the hustle to build pipeline and create new opportunities in complex, multi stakeholder accounts. Always driving value for the customers we serve.

To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.

As a Public Sector Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Public Sector Accounts in an assigned territory. This is an opportunity for those passionate about empowering government and education through innovative search technology and analytics, enabling them to unlock the full potential of their data.

What You Will Be Doing

Prospect & Create Opportunities: Proactively build and self generate pipeline in net new Federal accounts through outbound prospecting, partner, event and network driven activity and creative account penetration - this is a build role, not a farm role.
Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Federal accounts while deepening engagement with existing ones.
Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights.
Sovereignty & Compliance Fluency: Speak credibly to the data sovereignty, security clearance, and compliance requirements that shape how Federal clients evaluate and procure technology, and position Elastic's platform accordingly.
Solve Complex Problems: Help customers get ahead of exploding data volumes and emerging agentic AI-driven threats by giving them the observability and visibility to see, secure, and act on what's happening across their environment.
Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings.
Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently.
Strategic Planning: Develop comprehensive business plans using community, customer, and partner ecosystems to drive significant territory growth.
Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles.
Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.

What You Bring

The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller.
Proven Track Record: For this role we are specifically focusing on people who do have a proven selling track record with Federal accounts.