Senior Account Executive (Defence) (R7737)


Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at

Elastic is searching for a Senior Public Sector Account Executive focused on Defence and Intelligence to help grow our Public Sector business and drive successful customer outcomes. With the explosion of data and increased investment in Security, Elastics' proven enterprise search, observability, and security offerings help the public sector to: drive value to insights by reimagining digital government, optimize IT infrastructure and prevent, detect and respond to cyber threats.

You will work closely with your customers as a trusted advisor to deeply understand their unique challenges and goals, consulting with your customers to evangelize Elastics solutions which will help your customers meet their goals. You will ultimately be responsible for generating new business in existing accounts and acquiring new customers.

What You Will Be Doing:
  • Managing a book of business and identifying growth opportunities
  • Building awareness and strong points of views on how we solve business challenges related to search and security within Public Sector accounts
  • Building a robust business plan for your territory/ assigned accounts, which leverages partners
  • Building executive relationships, establishing meetings with a broader array of executives and proactively selling to multiple levels of the organization
  • Collaborating across Elastic business functions to ensure a seamless customer experience
  • Working thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions
  • Building a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts
  • Managing a sales cycle from creation to close 
  • Presenting and demonstrating the value of products and services to prospective buyers
  • Compiling and analyzing data to uncover trends as well as staying up to date on company offerings and industry trends
  • Building long-lasting, mutually beneficial relationships with external contacts and internal departments to create a better customer experience
  • Demonstrating accurate forecasting capabilities using SFDC and Clari

What You Bring With You:

  • Strong relationships and networks within the government sector (especially Defence and Intelligence agencies)
  • An understanding of the mission and challenges faced by Defense and Intelligence agencies
  • 10+ years of enterprise selling experience 
  • Experience working with large, complex, high visibility, strategic or tactically important accounts
  • A track-record of success in selling into net new complex accounts, demonstrated by an overachievement of past quotas and strong customer references
  • A deep understanding of and preferably experience selling into the Elastic solution ecosystem, including: Enterprise Search, Logging, Security, APM and Cloud
  • The ability to build relationships and credibility with both Developers and C-Suite Executives 
  • An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
  • An ethical and customer centric way of operating
  • Excellent communication and presentation skills, with the ability to story tell
  • Experience in leading teams through sales cycles and the ability to develop and articulate an enterprise-wide CXO vision for the sales pursuit

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

  • Competitive pay based on the work you do here and not your previous salary
  • Health coverage for you and your family in many locations
  • Ability to craft your calendar with flexible locations and schedules for many roles
  • Generous number of vacation days each year
  • Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
  • Up to 40 hours each year to use toward volunteer projects you love
  • Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

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