Public Sector Account Executive (Education)

Elastic Nv; Greater Bendigo; On-site; AUD 120,000 - 180,000; Full time

Job summary

Elastic NV is expanding its Public Sector team in Australia, seeking a results-driven Account Executive to lead growth with State Government and Higher Education accounts. This role emphasizes a Challenger selling approach, articulating Elastic’s Search, Observability, and Security capabilities to diverse stakeholders.

You will build pipeline, manage complex deals, and drive net-new revenue. You will collaborate with cross-functional teams to ensure customer success and navigate regulatory

Qualifications

• Experience selling into State Government, higher education, or public sector accounts.
• Ability to build pipeline and manage complex multi-stakeholder deals.
• Strong executive communication and negotiation skills.

Responsibilities

• Prospect and create net-new opportunities in public sector accounts.
• Drive adoption of Elastic AI-powered search, observability, and security solutions.
• Act as trusted advisor to state government and higher education customers.
• Explain data sovereignty, security clearance, and compliance requirements to stakeholders.
• Identify new use cases and articulate Elastic value in government context.
• Navigate complex sales cycles with MEDDPICC framework.
• Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

State Government sales

Higher Education sales

Challenger selling

Executive communication

CRM proficiency

Pipeline development

Tools

MEDDPICC

Job description

Job Description

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 lead our growth into State Government and High Education - a significant market opportunity for Elastic. This is a critical hire for our business, we need someone with a genuine track record selling into State Government and/or High Education, 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 isnt 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 government/higher education accounts through outbound prospecting, 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) Enterprise 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 government and Education clients evaluate and procure technology, and position Elastics platform accordingly.
• Identify New Use Cases: Showcase how Elastic's solutions enable users to work more efficiently and intelligently.
• 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.
• 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 State Government and/or Higher Education accounts
• Challenger Mentality: You lead with insight, not features. You help customers learn something new about their business, tailor your message to different stakeholders and can respectfully have a point of view and can drive a conversation.
• Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to outcomes that matter for government and education - citizen, staff, student experience, tools and cost consolidation, and risk, compliance and public trust. Executive negotiation & closing: Lead high-stakes contract and pricing discussions
• Executive Communicator: Confidant presenting to and influencing C-suite and senior stakeholders, translating technical detail in a clear, credible business case.
• Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization.
• Relationship Building: Adept at establishing credibility with both technical developers and executive leadership.
• Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date.
• Cross-Team Alignment: Ability to create alignment across teams to accelerate deals
• AI Mentality: Use new technologies for performance advantage and deal structuring
• Open-Source Appreciation: Enthusiasm for the Open-Source model and the community

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.