Federal Civilian Enterprise Account Executive — AI Search

Elasticsearch B.V.; United States; Hybrid; USD 94,000 - 149,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Generous vacation

Donation matching

Volunteer hours

Parental leave

Job summary

Elastic is seeking an Enterprise Account Executive to drive net-new revenue and expansion withinStrategic Enterprise accounts, focusing on Federal Civilian agencies like SSA and FFRA. You will own your territory, build pipeline, perform deep discovery, deliver value-focused demos, and close multi-year consumption deals.

Ideal candidates bring 5+ years of SaaS quota-carrying success, strong enterprise software experience in federal markets, and fluency in cloud and data architectures.

Qualifications

• 5+ years closing complex Enterprise deals in a quota-bearing role.
• Experience selling enterprise software into Federal Civilian agencies (SSA or FFRA).
• Proven ability to use MEDDPICC or similar frameworks to manage pipeline.

Responsibilities

• Own territory and build pipeline with outbound activity.
• Conduct deep discovery and qualification to identify high-probability deals.
• Deliver tailored value storytelling and live demos mapping Elastic capabilities to business outcomes.
• Develop mutual close plans with customers and maintain high-quality CRM data.
• Lead executive negotiations and land multi-year consumption commitments.
• Position Elastic as the preferred Search AI platform with cloud, cost, and data architecture context.
• Collaborate with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

Skills

SaaS sales

Enterprise deals

MEDDPICC

Executive demos

Negotiation

Cloud fluency

Cross-functional

Job description

Elastic is seeking an Enterprise Account Executive to drive net-new revenue and expansion withinStrategic Enterprise accounts, focusing on Federal Civilian agencies like SSA and FFRA. You will own your territory, build pipeline, perform deep discovery, deliver value-focused demos, and close multi-year consumption deals.

Ideal candidates bring 5+ years of SaaS quota-carrying success, strong enterprise software experience in federal markets, and fluency in cloud and data architectures.