Public Sector Account Executive

idpp; Remoto; EUR 50.000 - 70.000; Tempo pieno

Descrizione del lavoro

A leading tech company based in Italy is seeking a Public Sector Account Executive to drive new revenue and expand within government departments. The successful candidate will manage a defined territory, engage in proactive outreach, conduct thorough client discovery, and lead negotiations. Candidates should have over 5 years of experience in closing complex Public Sector deals using consumption models. This position supports a diverse and balanced work environment, offering competitive pay and benefits.

Servizi

Health coverage for family

Flexible locations and schedules

Parental leave

Matching charitable donations

Volunteer project hours

Competenze

• 5+ years of experience with Public Sector deals in a consumption-based environment.
• Demonstrated application of MEDDPICC or similar frameworks.
• History of delivering executive-level presentations.

Mansioni

• Develop and execute outbound strategies for new opportunities.
• Conduct thorough discovery to uncover client needs.
• Deliver tailored presentations and demos to clients.
• Maintain forecast accuracy in CRM systems.
• Negotiate high-stakes contracts with clients.
• Discuss cloud economics and data architectures with stakeholders.
• Collaborate with various teams to drive customer success.

Conoscenze

SaaS quota‐carrying success

Expert discovery & qualification skills

Compelling value storytelling

Strong negotiation skills

Technical & cloud fluency

Collaborative mindset

Open Source enthusiasm

Descrizione del lavoro

Roma

EUR 50.000 - 70.000

7 giorni fa

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Overview

Elastic is looking for a high-energy Public Sector Account Executive to drive net-new revenue and expansion within key government departments across Italy. You will own a defined territory, build your 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 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 to focus on 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 value, structure give/get trades, and secure multi-year consumption commitments.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice by discussing cloud economics, usage-based pricing, and modern data architectures.
• Cross-functional partnership: Work closely 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 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.

Additional Information

We take care of our people. As a distributed company, Elastic values diversity and supports a healthy work-life balance. Benefits vary by region, with a focus on parity wherever possible.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Matching charitable donations up to $2,000 (or local currency equivalent)
• Up to 40 hours per year for volunteer projects
• Parental leave supporting families

Elastic is an equal opportunity employer and is committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, disability status, or any other basis protected by law.

To request an accommodation during the application or recruiting process, please email [e-mail]. We respond within 24 business hours. See our Privacy Statement for more information.