Enterprise Account Executive (Public Sector) - Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Role Overview

Elastic is looking for a high-energy, mission-driven Public Sector Account Executive to build greenfield white space and drive land-and-expand growth across Western Canada. Seeking candidates from Vancouver, Calgary, or Edmonton. You will be responsible for a strategic territory that includes Provincial Government, Crown Corporations, Municipalities, Higher Education, and Health Authorities.

In this role, you will act as a trusted advisor to Director and CIO-level executives, establishing new relationships from scratch while expanding our consumption-based cloud model and self-managed model across the region. Sitting at the intersection of executive sales execution, technical fluency, and public sector strategy, you will be instrumental in accelerating Elastic’s footprint across public institutions in Western Canada.

Key Responsibilities

• Own Your Territory & Drive Greenfield Pipeline: Use a proactive outbound strategy for both existing and new public sector accounts in Western Canada. Leverage community, customer, and partner networks to build your pipeline.
• Executive Relationship Building: Engage directly with CIOs, CTOs, IT Directors, and senior public leaders to position Elastic as the Search AI platform of choice for modernizing public services and health data infrastructure.
• Deep Discovery & Qualification: Uncover mission-critical challenges, public health priorities, municipal budgets, and procurement criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline.
• Value Storytelling & Demos: Deliver tailored value narratives mapping Elastic’s Search AI, Observability, and Security capabilities to public sector priorities, digital transformation, data sovereignty, and citizen services.
• Mutual Deal Strategy & Forecast Accuracy: Partner with public sector stakeholders to build formal close plans, navigating public procurement processes to drive predictable sales execution (maintaining 90%+ forecast accuracy within +/- 10%).
• Land & Expand Execution: Drive high-value, complex software deals into net-new public logos while systematically expanding Elastic usage across established accounts.
• Domain & Cloud Acumen: Confidently articulate cloud economics, consumption-based pricing models, and modern enterprise data architectures to both technical and executive audiences.
• Ecosystem Partnership: Collaborate closely with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners/Systems Integrators to accelerate deal velocity and deliver long-term customer outcomes.

Requirements

• Proven Public Sector SaaS Success: 7+ years of enterprise/public sector software sales experience, with a track record of selling to Director and CIO-level decision-makers and consistently overachieving quotas in SaaS, cloud, or consumption-based environments.
• Western Canada Public Sector Expertise: Deep familiarity navigating public procurement frameworks, vendor portals, budget cycles, RFIs/RFPs, and decision dynamics across Western Canadian Public sector accounts.
• White Space Hunter Mentality: Demonstrated ability to land net-new logos from scratch in greenfield territories and execute disciplined land-and-expand growth strategies.
• Technical & Domain Fluency: Proficient operational knowledge of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms.
• Expert Qualification & MEDDPICC Mastery: Proven track record using MEDDPICC or an equivalent methodology to qualify and lead complex, multi-stakeholder public sector sales cycles.
• Developer & Executive Credibility: Skilled at bridging the gap between technical teams/developers and C-level public sector executives.
• Location & Travel: Must be based in Calgary, Edmonton, or Vancouver, with willingness to travel within the region as needed for key client engagements.

Compensation & Benefits

• Starting Base Salary: $123,900 — $196,000 CAD
• Starting Target Variable: $123,800 — $195,900 CAD
• On-Target Earnings (OTE): $247,700 — $391,800 CAD (50/50 pay mix)
• Eligibility to participate in Elastic's stock program
• Company-matched Registered Retirement Savings Plan (RRSP) up to 6%
• Comprehensive health coverage for you and your family
• Flexible locations and schedules
• Generous paid time off
• Donation matching up to $2,000 (or local equivalent) and up to 40 volunteer hours annually
• Minimum 16 weeks of paid parental leave