Enterprise Account Executive - Federal Civilian

Elastic; Baltimore (MD); Hybrid; USD 113,000 - 179,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

Charitable donation matching

Volunteer time off

Parental leave

Job summary

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.

Qualifications

• 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

Responsibilities

• 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

Skills

SaaS quota attainment

Enterprise closing

MEDDPICC methodology

Executive storytelling

Negotiation at C-level

Technical cloud fluency

Cross-functional collaboration

Open source enthusiasm

Job description

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.