Account Executive Public Sector

Elastic; United States; Remote; USD 181,000 - 286,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

Volunteer time off

Parental leave

Job summary

Elastic is seeking a Public Sector Enterprise Account Executive to drive net-new revenue and expansion within Public Sector Accounts across Belgium and beyond. You will leverage Elastic's Search AI platform to solve complex data problems and deliver measurable business outcomes.

The role requires blending high-level technical curiosity with a value-based selling approach, owning strategic plans, and closing multi-stage deals with executive stakeholders.

Qualifications

• Proven track record in SaaS subscription sales in Public Sector accounts.
• Ability to craft narratives linking Elastic products to business outcomes.
• Strong negotiation skills for high-stakes contracts and pricing.
• Comfort discussing security, observability, vector/search and cloud cost optimization.

Responsibilities

• Drive adoption of Elastic AI-powered search, Observability, and Security in public sector accounts.
• Be a trusted advisor to translate data into actionable insights.
• Develop strategic plans and forecast territory growth with cross-functional teams.
• Navigate complex sales cycles and uncover high-confidence deals using MEDDPICC.

Skills

SaaS sales

Public sector selling

Value storytelling

Executive negotiation

Cloud fluency

Cross-functional collaboration

Forecast accuracy

AI mindset

Open-source enthusiasm

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 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 Enterprise 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 Belgium. This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data.

What You Will Be Doing

• Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Public Sector 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.
• 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.
• Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face.
• 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 leveraging 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 gravitas of a value-based seller
• Proven Track Record: Success in SaaS subscription sales in Public Sector accounts, evidenced by overachievement
• Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions
• 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
• Ability to create alignment across teams to accelerate deals
• AI Mindset: Use new technologies for performance advantage and deal structuring
• Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions

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.

Compensation for this role is in the form of base salary plus a variable component.

At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.

The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position.

The typical starting On-Target Earnings range (Base Salary + Variable) for this role is:

€161.400 — €255.300 EUR

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 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, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

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