Public Sector Account Executive

Elasticsearch B.V.; Italia; Remoto; EUR 70.000 - 90.000; Tempo pieno

Descrizione del lavoro

A leading Search AI company is seeking an Enterprise Account Executive to drive growth in the Public sector. This role involves owning a territory, developing pipelines, and closing complex deals. Ideal candidates have over 5 years of experience in enterprise sales, strong negotiation abilities, and a passion for technology, particularly in cloud and observability solutions. The position offers competitive pay, health benefits, and ample vacation time.

Servizi

Competitive pay

Health coverage

Flexible work locations

Generous vacation days

Donation matching

Volunteer time off

Parental leave

Competenze

• 5+ years closing complex Enterprise deals with overachieving targets.
• Ability to apply MEDDPICC or similar frameworks for pipeline management.
• Track record of delivering executive-level presentations and demos.
• Experience negotiating multi-year contracts while protecting margin.
• Comfortable discussing technical topics related to cloud technologies.

Mansioni

• Develop and execute a proactive outbound cadence for pipeline generation.
• Uncover business impact and qualification criteria of opportunities.
• Deliver tailored narratives and live demos to highlight strengths.
• Collaborate with customers for formal close plans and CRM accuracy.
• Lead high-stakes contract negotiations to secure commitments.
• Position Elastic as the leading Search AI platform in discussions.
• Work closely with cross-functional teams to optimize deal dynamics.

Conoscenze

SaaS quota-carrying success

Expert discovery

Value storytelling

Strong negotiation skills

Technical and cloud fluency

Collaborative mindset

Open Source enthusiasm

Experience in Public sector

Descrizione del lavoro

Overview

Elastic, the Search AI Company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Public Sector focused accounts. You’ll own a defined territory, 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.

Responsibilities

• 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.
• Experience navigating and selling into complex Public sector accounts.

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

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Elastic is the type of company where you can balance great work with great life. We strive to have parity of benefits across regions and, while regulations differ, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Parental leave: minimum of 16 weeks

Different people approach problems differently. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity or perception, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience. To request an accommodation during the application or recruiting process, please email will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws. See posters linked in our Privacy Statement and related notices.

Elasticsearch develops and distributes encryption software and technology subject to U.S. export controls and licensing requirements for individuals located in or nationals of certain sanctioned countries. If you are located in or a national of one of the listed countries, an export license may be required as a condition of employment. National origin or nationality does not affect eligibility for employment with Elastic.