Account Executive Federal Civilian (Financial Regulatory & SSA)

Elastic; Baltimore (MD); Hybrid; USD 113.000 - 179.000; Vollzeit

Benefits dieser Stelle

Health coverage

Flexible locations & schedules

Generous vacation days

Charitable donation matching

Volunteer time off

Parental leave

Zusammenfassung

Elastic, the Search AI company, seeks an Enterprise Account Executive to own a defined territory and close complex, multi-stakeholder deals in a consumption-based model. You will target Federal Civilian agencies, notably SSA and regulatory bodies, driving net-new revenue and expansion.

You will build pipeline, perform MEDDPICC-based discovery, deliver tailored narratives, and coordinate with Solutions Architects, Customer Success, and RevOps to accelerate outcomes.

Qualifikationen

• 5+ years closing complex Enterprise deals in SaaS
• Experience selling to Federal Civilian agencies (SSA or regulatory bodies)
• Ability to apply MEDDPICC or similar frameworks to build disciplined pipelines
• Proven track record delivering exec-ready demos and ROI storytelling
• Strong contract negotiations for multi-year, high-ACV deals
• Fluency discussing observability, security, search, and cloud economics
• Collaborative team player who can coordinate with Solutions Architects and RevOps
• Interest in open source ecosystems and Elastic's OSS approach

Aufgaben

• Own territory and pipeline development with outbound cadences
• Conduct deep discovery to map business impact, budget, and decision criteria
• Deliver tailored value narratives and live demos across Elastic capabilities
• Maintain accurate CRM forecasts and formal close plans
• Lead executive-level negotiations and multi-year commitments
• Position Elastic as a preferred Search AI platform with cloud cost insights
• Collaborate with internal teams to accelerate deals and outcomes

Kenntnisse

SaaS quota attainment

Enterprise closing

MEDDPICC methodology

Executive storytelling

Negotiation at C-level

Technical cloud fluency

Cross-functional collaboration

Open source enthusiasm

Jobbeschreibung

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 AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. 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. In this role, your focus areas will center on Federal Civilian agencies, specifically targeting the Social Security Administration (SSA) and Federal Financial Regulatory Agencies. 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 at least 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 at least 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.
• Demonstrated track record of selling enterprise software into Federal Civilian agencies, specifically the Social Security Administration (SSA) or Federal Financial Regulatory Agencies.
• 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.

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, diversity drives our identity. Whether you're looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn't matter if you're just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions, and while regulations differ from place to place, 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
• Increase your impact - 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
• Embracing parenthood with a minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. 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 perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Family and Medical Leave Act (FMLA) Poster

Employee Polygraph Protection Act (EPPA) Poster

Please see here for our Privacy Statement.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company‑matched 401k with dollar‑for‑dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well‑being.

The typical starting salary range for this role is:

$113,300-$179,200 USD

The typical starting Target Variable range for this role is:

$113,200-$179,100 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$226,500-$358,300 USD