Federal Enterprise Account Executive

Elastic; Washington (District of Columbia); Remote; USD 113,000 - 179,000; Full time

Benefits offered by this job

Health coverage

Flexible schedules

Generous vacation days

Donation matching

Volunteer hours

Parental leave

401k match

Job summary

Elastic, the Search AI Company, is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals in a consumption-based model with a focus on Federal Civilian agencies including SSA and FF regulatory bodies.

You will craft tailored value narratives, deliver live demos, and collaborate across Solutions Architects, CS, Marketing, and RevOps to

Qualifications

• 5+ years closing complex Enterprise deals in SaaS.
• Experience selling into Federal Civilian agencies (SSA or FF Agencies).
• Apply MEDDPICC or equivalent frameworks for pipeline discipline.
• Executive-level presentations and demos linking product to outcomes.
• History of multi-year, high-ACV contracts while protecting margin.
• Technical and cloud fluency for observability, security, and cost topics.
• Collaborative with internal teams and advocate of Elastic values.
• Open Source experience or advocacy is a plus.

Responsibilities

• Own territory and build pipeline with proactive outbound cadence.
• Perform deep discovery and qualification leveraging MEDDPICC.
• Deliver tailored value narratives and live product demos.
• Maintain forecast accuracy and develop formal close plans.
• Lead negotiations and close multi-year consumption deals.
• Discuss cloud economics and modern data architectures with customers.
• Partner with Solutions Architects, CS, Marketing, and RevOps.

Skills

SaaS quota carrying

Federal government sales

Discovery skills

Value storytelling

Negotiation skills

Cloud fluency

Collaborative mindset

Open Source

Job description

Elastic, the Search AI Company, is seeking an Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You’ll own a defined territory, build your own pipeline, and close complex, multi-stakeholder deals in a consumption-based model with a focus on Federal Civilian agencies including SSA and FF regulatory bodies.

You will craft tailored value narratives, deliver live demos, and collaborate across Solutions Architects, CS, Marketing, and RevOps to