Account Executive Federal Civilian (Financial Regulatory & SSA) - Elastic

About the Role

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

What You Will Be Doing

• Territory Ownership: Develop and execute proactive outbound cadences (email, call, social) to generate ≥50% of your booked opportunities.
• Discovery & Qualification: Utilize frameworks like MEDDPICC to uncover pain points, business impact, and decision criteria.
• Value Storytelling: Deliver tailored narratives and live demos mapping Elastic’s Search, Observability, and Security capabilities to business outcomes.
• Deal Strategy: Collaborate on formal close plans and maintain ≥90% forecast accuracy.
• Negotiation: Lead high-stakes contract and pricing discussions, structuring multi-year consumption commitments.
• Cross-functional Collaboration: Partner with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals.

What You Bring

• 5+ years of proven SaaS quota-carrying success closing complex Enterprise deals.
• Demonstrated track record of selling enterprise software into Federal Civilian agencies (SSA or Financial Regulatory focus).
• Expert discovery and qualification skills (MEDDPICC or equivalent).
• Strong technical and cloud fluency (observability, security, vector/traditional search, cloud cost optimization).
• Collaborative mindset with a genuine appreciation for open-source communities.

Compensation & Benefits

• OTE Range: $188,800 – $298,700 (50/50 base/variable split).
• Equity: Eligible to participate in Elastic's stock program.
• Retirement: Company-matched 401k (up to 6%).
• Well-being: Competitive health coverage, generous vacation, and flexible schedules.
• Impact: Matching for financial donations and up to 40 hours of volunteer time per year.
• Parental Support: Minimum of 16 weeks of parental leave.