Account Executive Federal Civilian (Financial Regulatory & SSA)

Elastic, the Search AI Company, provides a cloud-based Search AI Platform for search, security, and observability solutions, used by more than 50% of the Fortune 500.

Elastic is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You will own a defined territory, build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. Focus areas center on Federal Civilian agencies, specifically targeting the Social Security Administration (SSA) and Federal Financial Regulatory Agencies.

• Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of booked opportunities.
• Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• Craft and deliver tailored narratives and live demos mapping Elastic's Search, Observability, and Security capabilities to measurable business outcomes.
• Collaborate with customers to build formal close plans and maintain ≥90% forecast accuracy within ±10%.
• Lead high-stakes contract and pricing discussions, structure give/get trades, and land multi-year consumption commitments.
• Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
• Work with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

• 5+ years closing complex Enterprise deals, consistently overachieving targets in a consumption-based or usage-model environment.
• Proven track record selling enterprise software into Federal Civilian agencies, specifically SSA or Federal Financial Regulatory Agencies.
• Expert discovery and qualification skills using MEDDPICC or equivalent frameworks.
• Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
• History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
• Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization.
• Collaborative mindset and coachability, embodying Elastic's values of community and openness.
• Genuine appreciation for open-source communities and the Elastic model.

• 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 is base salary plus variable component, comprising On-Target Earnings (OTE) based on a 50/50 pay mix. The typical starting OTE range is $226,500—$358,300 USD. The role is eligible for Elastic's stock program. Total rewards include a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, health coverage, flexible locations and schedules, generous vacation days, up to $2000 match for financial donations and service, up to 40 hours for volunteer projects, and minimum 16 weeks of parental leave.

Apply today via the provided link.