Enterprise Account Executive, Federal Civilian

Elastic; Arlington (VA); Hybrid; USD 113,000 - 179,000; Full time

Benefits offered by this job

Health coverage

Flexible scheduling

Parental leave

Volunteer time

Donation matching

401k match

Vacation days

Job summary

Elastic, the Search AI company, is seeking an Enterprise Account Executive to drive new revenue and expansion within strategic Enterprise accounts in the United States. You will own a defined territory, build your pipeline, and close complex multi-stakeholder deals in a consumption-based model, with a focus on Federal Civilian agencies such as SSA and other regulatory bodies.

You will develop outbound cadences, conduct MEDDPICC-based discovery, deliver tailored value stories and live demos, and

Qualifications

• 5+ years closing complex Enterprise deals in SaaS or consumption-based models.
• Experience selling enterprise software into Federal Civilian agencies (SSA or similar).
• Expert discovery & qualification using MEDDPICC framework.
• Proven ability to deliver executive-level presentations and demos tied to business value.
• Strong negotiation for multi-year contracts with high ACV.
• Technical and cloud fluency across observability, security, and cloud cost optimization.

Responsibilities

• Own your territory and build pipeline with proactive outbound cadence.
• Conduct deep discovery and qualification using MEDDPICC to focus on high-confidence deals.
• Deliver tailored value stories and live demos mapping Elastic capabilities to outcomes.
• Collaborate with customers to build close plans and maintain forecast accuracy (±10%).
• Lead contract and pricing discussions, defending value and securing multi-year commitments.
• Speak fluently about cloud economics and data architectures to position Elastic's platform.
• Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS quota carrying

Enterprise software sales

MEDDPICC framework

Executive presentations

Negotiation

Cloud fluency

Cross-functional collaboration

Open source enthusiasm

Job description

Elastic, the Search AI company, is seeking an Enterprise Account Executive to drive new revenue and expansion within strategic Enterprise accounts in the United States. You will own a defined territory, build your pipeline, and close complex multi-stakeholder deals in a consumption-based model, with a focus on Federal Civilian agencies such as SSA and other regulatory bodies.

You will develop outbound cadences, conduct MEDDPICC-based discovery, deliver tailored value stories and live demos, and