Federal Account Executive (HHS/HQ) - Elastic

Elastic is seeking a dynamic Federal Account Executive to lead and scale our footprint across HHS HQ and key HHS Divisions, with a primary emphasis on HQ, the Centers for Medicare & Medicaid Services (CMS), and the Centers for Disease Control and Prevention (CDC), as well as operating divisions such as OIG, ARPA-H, ACF, ASPR, AHRQ, and SAMHSA.

This is an opportunity for a federal seller to drive massive adoption of AI-powered search, log analytics, SIEM, and observability across critical public health surveillance, outbreak response, and healthcare financing mission sets.

What You Will Do

• Drive Strategic Adoption: Expand the adoption of Elastic’s Search AI, Security, and Observability solutions across key HHS health operating divisions.
• Capitalize on Competitive Displacements: Execute land-and-expand strategies to replace legacy SIEM and monitoring providers (e.g., Splunk, Dynatrace), helping agencies lower total cost of ownership (TCO) while meeting critical federal security and logging mandates.
• Act as a Trusted Advisor: Work closely with agency leaders, health IT enterprise architects, and CIO/CISO/CDO teams to solve complex mission challenges through AI-powered search, public health data analytics, APM, and threat hunting.
• Execute Complex FedCiv Sales Cycles: Proactively identify new programs, navigate federal procurement pathways (GSA, NASA SEWP, agency-specific IDIQs), and manage matrixed sales pursuits from lead to close.
• Champion the Elastic Model: Articulate the value of our commercial features and cloud offerings while leveraging our open-source roots and vibrant community ecosystem.
• Build Ecosystem Coalitions: Develop comprehensive territory plans utilizing systems integrators, VARs, cloud partners (AWS, Azure, GCP), and federal channel programs to accelerate deal velocity and account expansion.

What You Bring

• Proven Track Record: Demonstrated history of quota overachievement and multi-million-dollar deal execution selling enterprise SaaS/cloud software into Federal Civilian (FedCiv) agencies.
• Deep CMS & CDC Knowledge: Direct experience selling into HHS HQ, CMS and/or CDC, with established relationships among agency buyers, program managers, and key system integrators in the healthcare financing and public health domain.
• Domain Expertise: Strong understanding of Enterprise Search, Log Analytics, Security/SIEM, APM, Observability, and Cloud architectures.
• Value-Based Seller: Adept at navigating both technical teams (developers, SOC analysts, data scientists) and executive decision-makers (CXOs, Program Managers, Procurement).
• Forecasting Discipline: Consistent history of accurate pipeline management and sales forecasting using Salesforce (SFDC).
• Open Source Appreciation: Enthusiasm for the open-source software model and the community that relies on our technology.
• Consistent Career Growth: Demonstrating a strong track record of career stability, meaningful tenure, and sustained progression within organizations.